T H E U P S I D E D O W N T U R N

Find Your focus

Accepting the challenge to be innovative and knock down invisible barriers to success.

Karen Peñaprofessionally speaking

INNOVATIVE SALES

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“THE UP-SIDE TO THE DOWN-TURN”

Excelling in Today’s Economy

Accepting the challenge to be innovative andknock down invisible barriers to success.


http://www.ficpnet.com/




WHAT IS HAPPENING?

1. There has been a BIG change in the World Economy

2. None of us are Immune

3. Changed us forever

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Hiring Freezes

Pay Freezes

Under-Staffed

Over-Tasked

Loss of Business

High Expectations


CHALLENGES IN A DOWN-TURN

Confusion

Overload

Intimidation

Resentment

Alienation

Frustration

Anger

Fear


RESULTS OF ORGANIZATIONAL STRESS


We Must Remain……

Engaged

Focused

Motivated


“Good things come of all recessions, not the least that they initiate a cleansing process whereby only the seriously committee survive.

Crisis is also good because it separates the focused and seriously committed from the rest.

We must make sure that we are all among the well-prepared, the good, the serious and, therefore; the survivors.”

Daniel Tschudy Meetings Consultant


Change Our Perception

Emotional Business

Uncertainty Opportunity

Fear Solutions


Re-Direct / Re-Define / Re-Invent

Conquering Invisible Barriers

Innovative Alliances

Synergy = Energy

4 TOPICS

Don’t Panic

Control Worry

Have Patience

Eyes Open


Don’t Be an Ostrich

http://www.google.com/imgres?imgurl=http://www.executive-relationship-coaching.co.uk/images/man_with_head_in_sand350.jpg&imgrefurl=http://www.executive-relationship-coaching.co.uk/&h=276&w=350&sz=24&tbnid=VMmsN8ftNTwLLM:&tbnh=95&tbnw=120&prev=/images%3Fq%3Dpicture%2Bof%2Bman%2Bwith%2Bhead%2Bin%2Bsand&hl=en&usg=__RwPJMExnMQQYowN3fADCqYgys0o=&ei=IL1USrLiB4-eswP687XGAQ&sa=X&oi=image_result&resnum=2&ct=image


Re-Direct

Evaluate your Past

What was your life like before Sept 2009? What was your focus?


Re-Direct

What was your relationship with your family and friends?

Evaluate your Past


Re-Direct

How did you feel about your job / your responsibilities?

Evaluate your Past


Re-Direct

Who were your alliances?

Evaluate your Past


Re-Direct

What were your personal and professional goals?

Evaluate your Past


Re-Direct

What made you un-happy?

Evaluate your Past


Re-Direct

What made you happy?

Evaluate your Past


Re-Direct

What is your life like now? What is your focus?

Evaluate your Past


Re-Direct

Evaluate your “Status Quo”

How do you view yourself in light of the new situation?


Re-Direct


How has your home life changed?


Re-Direct


How has your job changed?


Re-Direct


How have your alliances changed?


Re-Direct


What changes have you made to your personal and professional goals?


Re-Direct


What makes you un-happy?


Re-Direct


What makes you happy?


Re-Direct

Future Focus

How should your focus change?


Re-Direct

How do you want to be seen by your family / friends / co-workers in light of this situation?

Future Focus


Re-Direct

What changes do you feel you need to make at home?

Future Focus


Re-Direct

What changes do you feel you need to make at work?

Future Focus


Re-Direct

What adjustments should you make to your alliances?

Future Focus


Re-Direct

What will make you happy in the future?

Future Focus


RE-DEFINE……..

STRENGTHS

What do we do exceptionally well?

What advantages do we have?

What valuable assessts and resources do we have?

Re-Define

Personal S.W.O.T.

WEAKNESSES

What could we do better?

What are we criticised for or receive complaints about?

Where are we vulnerable?

Re-Define

OPPORTUNITIES

What opportunities do we know about but have not addressed?

Are there emerging trends on which we can capitalize?

Re-Define

THREATS

What weaknesses make us critically vunerable?

What external roadblocks can inhibit our progress?

What are the siginificant changes in our community / workplace are challenging us?

Are economic conditions affecting our financial viability?

Re-Define


Re-Define

Your Goals

1. What is MOST important to you?

2. What is MOST obtainable?

3. What give you the MOST ROI?

4. Don’t forget to make them SMART!

5. Develop an ACTION plan.


Author Charles Allen

“When you decide clearly and definitely what you want, no sacrifice is too great as you put all of your powers into outstanding results.”


Re- Invent

Yourself

Developing your BRAND


Defining Branding

If you want to do business with the American Cancer Society you had better not ____________ smoke


If you hang with Paris Hilton you probably…..

Have too much money

Don’t have any real BFFs

Never take the trash out

All of the above

Defining Branding


If you post Bivas and Butthead on your MySpace you will probably be invited to join……

Drug, Chemical & Associated Technologies Association

The Institute of Makers of Explosives

The Coin Laundry Association

All of the above

Defining Branding

Exercise


Re- Invent

Keys to Developing an Effective Brand

Perception is Reality

Manage it

Incorporate External Drivers

Know your Audience

Consistent and Persistent


Re- Invent

What Influenced Your Brand?

Attitude

Attire

Automobile

Associations

Associates


Re- Invent

Promoting your Brand

Resume

Portfolio

Business Cards

Electronic Signature

Speaking

Social Networking


Cut the Clutter

Stick to the Plan

Techno Rules

Kill the Albatrosses

Positive Alliances

Intestinal Fortitude

Conquering Invisible Barriers

GUTS!!!

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Industry Associations

Industry Experts

Mentors / Mentoring

Stakeholders

Innovative Alliances


Strategic Meeting Management

Meeting Design

Meeting Architecture

Meeting Strategies

Meeting Professional Procurement


Providing Value to the Attendee

Providing ROI to the Organization

Bottom Line


Synergy = Energy

Synergy (Wikipedia)

The whole is greater than the sum of the individual parts.

Synergy (Karen)

Harmonizing all internal and external relationships to capture every opportunity for achievement.


according to the American Hotel & Lodging Association (AH&LA), provides more than 7.5 million travel and tourism jobs and pays $178 billion in travel-related wages and salaries. Hotels alone have a workforce of 1.4 million people.


American Hotel and Lodging Association

Destination Marketing Association International

International Association of Exhibitions and Events

Meeting Professionals International

National Business Travel Association

Professional Convention Management Association

Site (Society of Incentive & Travel Executives)

www.ustravel.org/



Synergy = Energy

The C-Suite

The End User

Other Stakeholders

Community

Home


Meetings in Crisis Website:

Business travel creates 2.4 million jobs. Meetings and events are directly responsible for 1 million American jobs.

Business travel accounts for $240 billion in spending and $39 billion in tax revenue at the federal, state, and local levels.

The Dept. of Labor reported that nearly 200,000 travel-related jobs were lost in 2008 and expects another 247,000 to be lost in 2009.

Each meeting and event traveler spends an average of $1,000 per trip.

A new study shows that 87% of Americans who have attended an out-of-town meeting or convention for work say it is important to running a strong business.


There is NO substitute for Face-to-Face

Meetings Mean BUSINESS!

WE Mean BUSINESS!

THANK YOU!

Accepting the challenge to be innovative andknock down invisible barriers to success.


http://www.ficpnet.com/

Find Your focus



INNOVATIVE SALES

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Education

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