Seven Types of Listeners and Tips for Better Listening Skills

Exceptional listening skills and the ability to persuade others to your way of thinking make the difference between good and great teams. Pure listening builds trust, credibility, and respect. One reason is that when you fully listen instead of trying to compose your response, the result is a relevant and on-target response. What you say when you do respond is proof of how well you listen.

The “Preoccupieds”

These people come across as rushed and are constantly looking around or doing something else. Also known as multitaskers, these people cannot sit still and listen.


If you are a “Preoccupied” listener, make a point to set aside what you are doing when someone is speaking to you.

If you are speaking to a “Preoccupied” listener, you might ask, “Is this a good time?” or say, “I need your undivided attention for just a moment.” Begin with a statement that will get their attention, be brief, and get to the bottom line quickly because their attention span is short.

The “Out-to-Lunchers”

These people are ready to chime in at any given time. They are perched and ready for a break to complete your sentence for you. They are not listening to you. They are focused on trying to guess what you will say and what they want to say.


If you are an “Out-to-Luncher,” act like a good listener. Be alert, maintain eye contact, lean forward, and show interest by asking questions.

If you are speaking to an “Out-to-Luncher,” check in with them every now and again and ask if they understood what you were saying. As with the “Preoccupieds,” begin with a statement that will catch their attention and be concise and to the point, because their attention span is also short.

The “Interrupters”

These people remain aloof and show little emotion when listening. They do not seem to care about anything you have to say.


If you are an “Interrupter,” make a point to apologize every time you catch yourself interrupting. This will make you more conscious of it.

If you are speaking to an “Interrupter,” when they chime in, stop immediately and let them talk, or they will never listen to you. When they are done, you might say, “As I was saying before…” to bring their interruption to their attention.

The “Whatevers”

These people remain aloof and show little emotion when listening. They do not seem to care about anything you have to say


If you are a “Whatever,” concentrate on the full message, not just the verbal message. Make a point to listen with your eyes, ears, and heart. Pay attention to body language and try to understand why this person wants to talk to you about this issue.

If you are speaking to a “Whatever,” dramatize your ideas and ask your listener questions to maintain their involvement.

The “Combatives”

These people are armed and ready for war. They enjoy disagreeing and blaming others.


If you are a “Combative,” make an effort to put yourself in the speaker’s shoes and understand, accept, and find merit in another’s point of view.

If you are speaking to a “Combative,” when he or she disagrees or points the blame, look forward instead of back. Talk about how you might agree to disagree or about what can be done differently next time.

The “Analysts”

These people are constantly in the role of counselor or therapist, and they are ready to provide you with unsolicited answers. They think they are great listeners and love to help. They are constantly in an analyze-what-you-are-saying-and-fix-it mode.


If you are an “Analyst,” relax and understand that not everyone is looking for an answer, solution, or advice. Some people just like bouncing ideas off other people because it helps them see the answers more clearly themselves.

If you are speaking to an “Analyst,” you might begin by saying, “I just need to run something by you. I’m not looking for any advice.”

The “Engagers”

These are the consciously aware listeners. They listen with their eyes, ears, and hearts and try to put themselves in the speaker’s shoes. This is listening at the highest level. Their listening skills encourage you to continue talking and give you the opportunity to discover your own solutions and let your ideas unfold.


If you are an “Engager,” keep it up. People truly appreciate this about you.

If you are speaking to an “Engager,” take the time to acknowledge their attentiveness. Thank them for their interest in you and your topic.

دراسة جدوى مصنع كراسى بلاستيكية

دراسة جدوى مصنع كراسى بلاستيكية

مدى الحاجة الى اقامة مشروع مصنع كراسى بلاستيكية:

يوجد لهذا المشروع اهمات عديدة واهما القيام بتدوير البلاستيك القديم وتخليص البيئة منة بطريقة صحية حيث يعاد استخدامة مرة اخرى بدلاً من حرقة، بالاضافة الى ان الكراسى البلاستيكة تعوض عن الكراسى الخشبية لسهولة حملها وسهولة التحكم فيها وضعف سعرها، وايضاً حاجة الى تحقيق الارباح حيث ان المشروع يحقق ارباح جيدة.

الخامات البلاستيكية التى تحتاج اليها فى التصنيع من دراسة جدوى:

الخامات عبارة عن عمل خليط من عدة مواد وهى البولى ايثيلين، البولى فينيل كلوريد، البولى بروبلين ويتم خلطهم لتحسن خواصهم.

منتجات مصنع كراسى بلاستيكية من دراسة جدوى:

يقوم المصنع بانتاج كراسى بلاستيكية صغيرة الحجم، حيث ان كل كرسى يتكون من قاعدتين متشابهتين وزنهما 0,77 كيلو جرام، وجسم الكرسى يتكون من جزئين وزنهما 1,1 كيلو جرام، وهذا يعنى ان وزن الكرسى الواحد هو 1,9 كيلو جرام، ويت استخدام هذة الكراسى فى اماكن عديدة مثل المنازل والمطابخ والحمامات والشواطئ والكفتريات وغيرها.

دراسة جدوى عناصر المشروع الفنية:

اولاً: مرحلة التصنيع

– غسل ونظافة المواد البلاستيكية القديمة التى يتم الاعتماد عليها فى التصنيع وذلك باستخدام الصابون السائل لنظافتها من الاتربة او اذا كان بها مواد دهنية.

– تجفيف البلاستيك بعد نقلة من حوض الغسيل الى حوض التجفيف.

– تكسير البلاستيك فى ماكينة التكسير الى قطع صغيرة لسهولة استخدامة فى التصنيع.

– وضع البلاستيك بعد تكسيرة فى ماكينة الحقن، وهي عبارة عن فرن يصهر البلاستيك لتشكيلة.

– بعد الانتهاء من التشكيل يتم التفتيش على المتنج ثم تغليفة.

– المنتج فى شكلة النهائى.

المساحة والموقع من دراسة جدوى:

يحتاج المصنع الى مساحة وموقع المشروع من دراسة جدوى تقدر بـ 120 متر مربع، ويجب ان يكون الموقع مزود بنوافذ للتهوية لطرد الابخربة.

احتياجات المشروع الخدمية:

مصدر كهربائى بهدف الاضائة وتشتغيل ماكينة التكسير، ومصدر للمياة، وتكلف المستلزمات الخدمة 2500 جنية شهرياً.

الآلات والمعدات والتجهيزات:

دراسة جدوى 1

حاجة المشروع من الخامات كل شهر من دراسة جدوى:

دراسة جدوى 2

دراسة جدوى مصنع كراسى بلاستيكية، حجم العمالة المطلوب فى وردية واحدة مدتها 8 ساعات:

دراسة جدوى 3

دراسة جدوى مصنع كراسى بلاستيكية، حجم العمالة المطلوب فى وردية واحدة مدتها 8 ساعات:

حساب منتجات المشروع كل شهر:

التعبئة والتغليف:

يتم وضع الكراسة فى اكياس بلاستيكية للحفاظ عليها من الاتربة والخدوش.

يجب ايضاً الاهتمام بعناصر الجودة وخطوات التصنيع وانظمة التهوية.

تسويق المنتجات:

– تسويق الى الاندية الرياضية.

– المحال والمنازل.

– دعايا واعلان.

– تسويق الى المعارض ومحلات الادوات المنزلية.

وتتكلف عمليات التسويق شهرياً مبلغاً أقل من 50 دولار.

How to Get More Traffic

Originally posted on News:

As soon as a blogger publishes their first post, their first question is: Where’s all my traffic? Everyone assumes they’re the only one seeking attention, when in truth nearly everyone is. It takes time to build an audience and no one gets much traffic without putting in the effort.

Here at we want you to get more traffic, and we build features and services to help. It’s been awhile since we’ve told you about them, so here are our top recommendations:

  1. Update your About Page. One of the first things visitors to your site will want to know is something about who you are. If you don’t update your About page to include a short bio, and they find a generic page instead,  they’ll be disappointed. But if you briefly explain (two paragraphs is plenty) what the blog is about, and who you are, they’ll be more likely…

View original 755 more words

رحلة البحر الأبيض المتوسط “كروز” من مدينة برشلونة الأسبانية

رحلة البحر الأبيض المتوسط بالسفينة العملاقة “الكروز” من مدينة برشلونة الأسبانية

اكتشف البحر الأبيض المتوسط بطريقتك الخاصة في الإبحار. اختر هذه السفينة الجميلة والمعاصرة التابعة لمؤسسة الخطوط البحرية النرويجية التي تبحر على مدار السنة في مسارات مثيرة وجميلة تنقلك مباشرة إلى أكثر الوجهات سحراً. اسمح لخيالك الخاص بأن يأخذك رحلة إلى الجزر البيضاء، والمدن القديمة، ومنتجعات ريفييرا الساحرة والمناظر الطبيعية البرية في جنوب أوروبا واكتشافات أخرى لا تحصى. الربيع، الصيف، الخريف، الشتاء – كل موسم يجلب سحراً خاصاً به لهذه الرحلات البحرية على متن السفينة المبحرة المبهرة.

انها عطلتك الخاصة، اذن تمتع بوقتك مع الحرية والمرونة في الإبحار. اختر ما يناسبك من الغرف الجميلة والمباني الأنيقة والفيلات والأجنحة. وعلى متن السفينة النرويجية، يوجد استوديوهات خاصة منفردة للمسافرين وغرف تدليك.

استرخ.. استيقظ باكراً أو نم حتى وقت متأخر، استلق قرب المسبح، وتمرن في صالة الألعاب الرياضة، جرب رياضة جديدة أو اسمتع في منتجع هاديء.

استمتع بتجربة الطعام الأكثر إثارة والمتنوع في البحر مع ما يصل إلى 21 من الخيارات المختلفة اللذيذة. يمكنك أن تأكل كل يوم في مكان جديد – دائماً حسب البرنامج الخاص بك- والبس حسب مزاجك.

انها تجربة مدهشة لأول مرة، ترفيه في عرض البحر وصالات رائعة. بالاضافة إلى الاحتفال طوال الليل، او بمجرد نزهة على ظهر مركب ومشاهدة النجوم فوق المحيط.

سواء كنت تبحث عن الرومانسية أو عطلة ممتعة مليئة لجميع أفراد العائلة أو رحلة استكشافية لاسكتشاف وجهات جديدة رائعة، وتعود حرية الإبحار لك. وانها فقط على خط الرحلات البحرية النروجية.


المدة: 10 أيام

التواريخ المتوفرة لعام 2015:

كل يوم سبت من كل أسبوع
أول رحلة: 03 مايو
آخر رحلة: 22 نوفمبر
التكلفة: عند الطلب – تخفيض خاص للمتزوجين حديثاً و ذوي الدخل المحدود

يشمل: تذاكر السفر + تذاكر السكن في الكروز في غرفة مزدوجة + السكن ليلة قبل الكروز وليلة بعد الكروز في فندق 4 نجوم + الوجبات الثلاث في الكروز فقط + الفيزا + التأمين الصحي + دليل متكامل بالبرنامج السياحي والتكلفة التقديرية لمصروف الجيب اليومي الخاص بالرحلات اليومية والوجبات والمواصلات الداخلية

البلدان: اسبانيا – ايطاليا – فرنسا

نوع الغرفة:
غرفة ذات شرفة


تتضمن السفينة الخاصة بك كل هذا:
وجهة جديدة كل يوم تقريباً
جناح الإقامة مع تلفزيون والبراد، خزانة، ومجفف الشعر
تناول الطعام (3 وجبات) على مدار 24 ساعة وخدمة الغرف
مياه والشاي والقهوة والشاي المثلج أثناء وجبات الطعام وبعض العصائر خلال وجبة الإفطار
الدخول الى الملاهي الليلية والكازينوهات وحوالي 20 مشرب واماكن للاسترخاء
برنامج الترفية على متن السفينة
صالات رياضية تطل على المحيط، مشاغل عمل يومية، برك وأحواض مياه ساخنة
كرة الطاولة والشطرنج وكرة السلة والتنس والغولف
متخصصين في رعاية الأطفال وطاقم للأطفال خلال جميع الأيام في عرض البحر وخلال أوقات البرنامج
جميع الرسوم الحكومية وضرائب الميناء

ما الذي يجب أن تضع ميزانية له:

المشروبات، رسوم الخدمة والنصائح، تناول الطعام في المطاعم الخاصة، رحلات الشاطئ، وعلاجات الجسم والجمال في المنتجمع، واستخدام مرافق المنتجع الصحي في معظم السفينة، وأكشاك الكاريوكي و البولينغ، وبعض فصول اللياقة البدنية، الانترنت، ومكالمات الهاتف و الفاكسات، وخدمات الغسيل، لا تنس تأمين السفر

ملاحظة هامة: يجب ترتيب السفر الى أوروبا قبل شهر ونصف الى شهرين من موعد السفر وذلك لضمان الحصول على تأشيرة السفر و الحصول على أفضل الأسعار.

للإستفسار و الحجز الرجاء الإتصال بنا


10 Creative Online Business Opportunities

Maintaining a steady flow of revenues as a web worker is a major challenge. Whether you’re freelancing for an ever-changing group of clients or selling products to consumers, it can be tough to know whether you’re going to make ends meet month to month. Business comes in waves, so anything you can do to make your earnings more dependable will help you sleep better at night.

We’ve already shared lists of ways you can grow your income with creative online business opportunity ideas (check our posts from April and last January), and we’re happy to present a new list of ideas to help you on your journey for scoring more online gigs.

So much of what’s touted around the web as opportunities to make money online ends up with the opposite effect. We’ve done the hard part for you and checked out the reputations of these sites and business models for you. (We still recommend keeping your guard up and watching out for scammers interacting with users on these platforms, though.) Whether you want to offer your services using a niche online marketplace or monetize your existing assets, there’s plenty you can try!

1. Sell Your Own Swag

Are you an artist, designer, illustrator or doodler? Are you working with a brand that has a strong visual identity? Got ideas for clever imagery or witty words?

All you need is an image file with decent resolution, and you can easily make it available for purchase on the internet as a tee shirt, tote bag, mug, iPhone case or whatever else you can think of. CafePress is the most famous of the sites that’ll handle the printing, processing and shipping on your behalf, but there are plenty of others that have good reputations too, including MySoti, Printfection and Zazzle.

Cafe Press
You don’t need to pay any fees at all to the platform you choose, since they only print when there’s an order – and you’ll earn commissions on every sale. So you can get creative and promote your products on your website, with a dedicated microsite, with ads on other sites, on social media, or wherever else you think you can generate sales.

2. Menial Clicks During Spare Time

Do you enjoy mindlessly scrolling, finding images, clicking, evaluating data, dragging, writing five-word descriptions or copy-pasting in your spare time? Businesses often need help with these types of tasks, and sometimes it’s cheaper or easier to crowdsource than to write bits of code to do the work.

That’s where marketplaces like Amazon’s Mechanical Turk and ShortTask come into play. Here you can take on nano-jobs that pay out a few cents each but are highly scalable and generally don’t require too much attention. Each marketplace has its own stipulations, culture and lingo, though, so be prepared for a bit of a learning curve.

Short Task

3. Virtual Tutelage

Are you an expert in a niche area of knowledge? Can you teach someone to play baroque concertos on the ukulele? If someone has questions about how to store their power tools, can you give good advice on the fly?

There are dedicated web platforms where you can offer your services as an authoritative coach or tutor in exchange for money. Google’s relatively new Helpoutsis a full-on marketplace with video conferencing with customers, while Ether allows you to book paid appointments for phone consultations, with marketing handled by you offsite.


4. Drop Shipping for Risk-Free eCommerce

Drop shipping is a much-praised hybrid business model somewhere between eCommerce and affiliate marketing. Essentially, it allows you to sell other people’s products on websites that you manage, but with none of the risk. The vendor handles the billing, service and order fulfillment – all you need to do is drive the orders and you make commissions.

If you’ve built your website with Wix, you can easily add the 365 DropShip Product Catalog app to your website. There are zero costs involved, and you can earn commissions by hosting a full-on eCommerce-style shop on your site with products from several manufacturers and categories.

365 Dropship Wix App

5. Leverage Your Social Influence

If you’ve got lots of Twitter followers who click on links you post, you can leverage this asset to make money by sending out sponsored tweets.

There are now several marketplaces where advertisers can post offers, includingTweetPeddler, ChurpChurp and SponsoredTweets. There’s a lot of volume in these directories, so you should be able to find offers to promote products that are relevant to your community of followers and won’t kill your social media credibility.
Paid per Tweet

6. Niche Tourist Services

If you live somewhere that tourists flock to, you might be able to profit from the greater economic ecosystem that comes along with a robust tourism industry. While most travelers purchase solutions for lodging, transportation, eats and guided tours from mainstream, big companies, there are growing numbers of them who prefer to do business with independent locals – it’s often cheaper and more authentic.

If you don’t need your car every day you can rent it out with RelayRides. If you do regularly use your car, then you can offer people rides for money using Sidecar. You can also rent out your home, or part of it, using Airbnb, or offer quirky special interest tours of your locale on Vayable.


7. Cook and Host Dinners

Along similar lines, there are plenty of people who are interested in eating out but have grown tired with the anonymous, polished corporate flavors of restaurants. If you can cook up delicious and friendly dining experiences in your own home, it’s easier than ever to reach customers interested in joining you.

Marketplaces for home-hosted meals include EatWith, Cookening and HomeDine.


8. Sell Your Collectibles

Are your baseball cards from the 80’s collecting dust in your attic in a box next to your childhood Star Wars action figures? Are you unlikely to ever play that Santana album you have on vinyl ever again? You may have a hard time letting go of this stuff, but your life will feel lighter once you do. You can make decent money selling it, too.

Just take some photos, determine fair asking prices, post on Craigslist or eBay, and the inquiries from interested shoppers ought to come pouring in.


9. Offline Tasks via Online Marketplaces

People are posting one-off jobs in droves on platforms like Redbeacon andTaskRabbit, which means you can make extra money by running errands or performing handyman tasks for people in your spare time.

To pick up these gigs, you’ll need to pass a background check, so get started with building your profile with plenty of notice.

Task Rabbit

10. Review People’s Apps

If you’re a gadget junkie, gamer, tech tool lover or an early adopter, you’re likely to get a kick out of SoftwareJudge. Here you can get paid to try out recently launched apps and write what you think of them.

Social proof is a powerful force when it comes to app marketing, so publishers are willing to pay top dollar for your opinions – a quality review can earn you up to $50.

Why A White Label Solution Is Easier Than Building Your Own

 By Drew Gainor

As an entrepreneur with a business problem, your first instinct may be to try do-it-yourself solutions. After all, that’s what entrepreneurship is all about, right?

Not always. In many cases, building a customized solution from scratch in an attempt to meet the exact specifications of your business can be a setup for failure. That’s because building your own solution can lead you to:

  • Reinvent the wheel, making mistakes that others before you have already made and mastered
  • Dramatically slow down your time to market, as you try to troubleshoot and increase your learning curve outside your core competency
  • Spend too much money developing tools and solutions that already exist in other formats
  • Miss out on resources and expertise in the specific space where you need a focused solution

These pitfalls can be easily avoided simply if you opt for a white label solution, rather than building one yourself. “White label” refers to a fully supported product or service that’s made by one company but sold by another. White label products and services are purchased by the latter company without branding. That way, the reseller can customize the product with their own brand, logo and identity, allowing customers to associate the product with the reseller. Meanwhile, the manufacturer can focus on finding cost-effective ways to make the product, without concern for the product’s marketing.

White label solutions work well for everything from cereal to tickets. Grocery stores sell cereal and other products with their own brand name at a discount to other brands. Similarly, ticket resellers can manage their ticket inventory more efficiently through a white label solution. This also increases distribution so that fans have more choice in where they can purchase tickets.

If you’re still not sure whether a white label solution is for you, consider these points:

  1. It’s quick and easy to brand. White label solutions can offer advantages if you’re trying to think of ways to add new features to your business. White label solutions are generally fully integrated and ready-made, which makes branding very easy. As the reseller, you’ll be free from concerns about needing to spend time and money on research or development. You can add your own branding and identity, and get back to business.
  2. It keeps your customers happier. Your customers have an end goal, and using a white label solution can give them a clear and simple path to reaching it. The extra months (or even years) that it takes to develop your own solution can force customers elsewhere for solutions. You can avoid this with a prepackaged solution that meets their needs immediately.
  3. It saves you time and money. Developing a solution from scratch takes a large amount of financial and human capital resources — not to mention time. While a custom solution may seem at the outset to be the best alternative, you may quickly find that the effort derails internal business processes and busts budgets. Even if you think you can build it yourself, it’s important to factor in time for marketing. Remember the time it takes for architecture, design, building, and testing the solution. If you require a fast deployment, cutting corners in any of these steps can leave you even further behind. When time is of the essence and you need to be speedy, investing in an existing solution may be more cost-effective in the end.
  4. It allows you to focus on your business’s core competency. In many cases, the solutions that companies hope to build themselves fall far outside of their areas of expertise. It’s not smart to stretch your resources to do something that doesn’t fit within your core competencies. Be sure to look closely at the solution you need and compare it to your available resources to help you decide whether a white label solution would help you reach your goals more efficiently. Prepackaged solutions provide an opportunity to trust the experts in the specific space you are focused on, and avoid making the same mistakes that others have made before you.

In short, white label solutions can help you utilize your business’s unique branding to offer a product or service without investing in infrastructure or technology creation around the solution. The result: You can focus on building your brand and selling your services while simplifying the conversion path for your customers.

Drew Gainor is the Co-Founder & Vice President of New York-based Ticket Evolution (TEvo), one of the largest secondary ticketing exchanges. 

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Alibaba Needs To “Globalize,” Says Its New CEO

Originally posted on TechCrunch:

The bulk of Alibaba’s revenue still comes from China, but the e-commerce giant will focus aggressively on growing its global business this year. Daniel Zhang, who took over as chief executive officer last week, told employees in in a recent speech that not only will Alibaba pour money into its global businesses, but also transform its company culture.

“We need to have global talent. We will have employees from all over the world that look different from each other,” said Zhang. “We have to take the time to understand them, to understand their habits, cultural differences, and way of thinking. This is how we become a truly international company.”

He added that “globalization” is essential to making sure that Alibaba lasts for 100 years, one of founder Jack Ma’s lofty goals.

Getting its core e-commerce business into gear is essential to Alibaba’s global strategy, even though its overseas…

View original 375 more words

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Hackers have been using the Starbucks app to steal money from latte drinkers

Originally posted on Quartz:

Any time you link an app to your bank account or credit card, you better use a good password. That seems to be the takeaway from a recent spate of thefts suffered by people using the Starbucks app, which lets you pay for coffee using your smartphone.

As reported by journalist Bill Sullivan and CNN, victims noticed that their accounts had illicitly been used to buy Starbucks gift cards worth hundreds of dollars, which can then be sold on the black market.

An Orlando woman named Maria Nistri told Sullivan that someone accessed her Starbucks app account and changed the username and password. The thief used the existing $34 balance to buy a gift card, waited for the app’s “auto-fill” function to withdraw more money from her bank account, and then stole another $100 within a few minutes.

Jean Obando of Sugar Land, Texas had $550 stolen via his Starbucks app…

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Doctors find a way to deliver drugs straight to your brain

Originally posted on AIVAnet:

Epilepsy, Mri

The blood-brain barrier (BBB) is a marvelous piece of evolutionary engineering designed to keep the inside of your skull pristinely clean by segregating the nervous and circulatory systems. The downside to this nearly impermeable membrane is that it is as adept at blocking therapeutic molecules as it is against harmful chemicals and microbes. However, a team from Canada’s National Research Council (NRC) believe they’ve finally found the key that unlocks the body’s Fort Knox. They’re called “single domain antibodies” (SDA) — molecular fragments capable of binding to larger molecules — and they reportedly trick the BBB into thinking that most any molecule they’re attached to is copacetic. So instead of having to wrap disease fighting medicines in carrier molecules like microscopic Trojan Horses, as has been the preferred method for the past two decades, these single domain antibodies act more like molecular security badges instead.

Astrocytes; neuroglial cells, 250X at 35mm. Shows: processes (perivascular feet) of neuroglial cells in contact with a brain cap

Developed as part of…

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Be a rainmaker @ your workplace !

become a rainmaker

I just taught an online master class for Ivy Exec on “Break Free of the Mid-Career Slump”.

Not only was it great fun (that’s what happens when you’ve got over 200 super engaged people online!), there were some interesting insights into what people are experiencing at that tricky middle point in their careers.

One particular item stood out and I thought you might find it interesting as well.

We did a poll during the session and asked people to identify their strongest and weakest capability from a list of five, each of which are important to develop and demonstrate, no matter where you work.

  1. Create new business – are you a “rainmaker?”
  2. See new opportunities – are you a strategic thinker?
  3. Drive change and get different results – can you lead and deliver change?
  4. Build and maintain a team – can you lead people and create high performing teams?
  5. Manage key stakeholders – can you build collaborative relationships and coalitions?

What’s your guess as to the area that people found most challenging?

Drum roll please…

The Capability That People Find Most Challenging

As it turns out, “Creating new business” was rated the most challenging for the group by far – only 10% listed it as their strongest capability, and 40% said it is their weakest one.

Coming from a highly commercial sector (investment banking), I found this fascinating. Even from an early career stage, it was clear that bringing in business, or making money for the firm (in the best possible way, of course) was the key success factor for all of us. And you were expected to at least show strong indications that you could deliver commercially if you wanted to progress.

As J.P. Morgan himself said back in the day, we were supposed to do, “First class business in a first class way.”

For most of my career, the primary way was to build great client relationships and expand the footprint of the firm, from which new business could flow. In my staff roles, it was about helping others to serve clients and win new business.

Since most people on the call were not investment bankers, upon reflection I can understand why this capability might be challenging for those in mid-career. Frankly, it was a challenge for those of us who made it a priority! As the saying goes, business doesn’t “grow on trees.”

The reality is that no matter where you work, creating new business is important to your advancement, including in non-profit, higher education and government sectors. You might need to frame the definition of new business differently, but the organization is still counting on you to create the “good stuff” that sustains it.

Think of creating new business as bringing in the blood supply that feeds the whole body, or figuring out how to bring water to the crops so they can thrive. You can bet that the organization will value you more if they know you can bring home the proverbial bacon.

If you learn to master this art of creating new business, you can pretty much write your own ticket.

3 Questions to Help You Create New Business

So, here are three questions to help you figure out a way to create new business and make a commercial contribution. Are you ready to activate your creative juices?

1.  What’s the lifeblood of your organization? What’s truly valued by the top decision-makers and how do they measure the “bottom line”?

For most organizations, it’s money. When I left investment banking and spent time working with non-profits and higher education, I was surprised to find that they were even more focused on money than the commercial enterprises.

That’s because without money, it’s hard to sustainably “do good.” Everyone needs to be able to support themselves – even Mother Theresa.

If you can figure out a way to bring new money into the organization in the service of good deeds and hopefully even great deeds, then you will be adding great value.

But money isn’t the only thing, and there are plenty of other dimensions that are important to every organization as well: for example, delivering on the promise to clients, building brand and reputation, creating employee and client success, providing the most innovative product or service. It’s up to you to figure out what matters.

Whatever dimension(s) you focus on, remember that the closer you stay to the “lifeblood” of the organization, the more impact you will be able to make.

2.  What are the strengths that you bring to your market and how can you use that to contribute to the “bottom line”?

The strengths that you, your group and your firm possess are the “assets” you have at your disposal. Think about how you can leverage these for the benefit of you, your group, your firm and your clients.

When you focus on your strengths – the things that you uniquely bring – you are able to make greater impact while enjoying the process as well.

So how could you apply these to generate new business? Here are a few categories of contribution to consider:

  • Revenue – how could you add to the “top line” of the organization?
  • Costs – how could you reduce costs, and therefore help the “bottom line” profitability?
  • Volume – is there a way to increase the amount of business you do, which can drive both revenue and cost?
  • Market share – are you in a lower margin business but one where you can substantially improve penetration and therefore the share you enjoy of the business?
  • Ideas/Content – how could you help the organization become recognized as a thought leader in the field?

3.  Who could you help or serve, whether existing customers/clients or new ones, and how can you do this more effectively?

When you help expand the footprint of clients and bring new relationships into the organization, it allows you to serve more people and expand your influence while also contributing to the bottom line.

Think about new markets, whether geographic or demographic. And new ways to serve your customers, such as digitally, or through affiliates and partners.

What do the latest trends and themes mean for the way you and your competitors can reach and help your end users?

In the end, it’s all about finding your unique competitive advantage. If you can find the blend between your strengths, the major trends and your clients’ needs, then you likely will have found a way to create new business.

So, what does it take to create new business in your sector and how could you go out and do that?

And what other advice or questions would you add?

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