How To Help Others And Ourselves Accept Change In The Workplace By Matthew Coppola


If we want to help ourselves and others manage change, what can we do?Empathy: The First Key to Successful ChangeA practical definition of empathy is, putting yourself in the shoes of the other person.

In managing change, the first key is to know to what extent the change will be resented or rejected, accepted or welcomed. If everyone is enthusiastic about it, it is probably wise to proceed immediately. But if it will be resented and resisted, it is probably wise to reconsider or go slowly.

In order to be accurate in analyzing the degree of resistance or acceptance, it is necessary to consider each person individually. The better a manager knows the individuals who will be affected by the change the more accurate will be his or her analysis of their reactions.

Participation: The Second Key to Successful Change

Empathy, the first key, requires a manager to determine feelings and reactions toward a change. The second key, participation, requires a manager to get involvement from those concerned with and affected by the change.

Participation is a very important factor in the successful management of change. It begins with a philosophy among all levels of management, beginning at the top. They must believe that participation can benefit both the organization and the employees.

It then requires implementation. In most cases a formal approach is best. This would include a specific program such as quality circles with its structure and training. In some cases an informal approach can be successful.

Communication: The Third Key to Successful Change

Communication, the third key, requires the manager to maintain continuous, complete, and clear communication with all persons affected by the change.

The following aspects of communication are frequently misunderstood or often ignored by managers.

Definition
Communication means to create understanding and not merely to send information. If people don’t understand, the manager has not communicated.

Who
The criteria for deciding to whom to communicate should include those who want to know as well as those who need to know.

When
Care should be taken regarding the timing of the communication. First of all, managers should be told before non managers and union officers get the information. Secondly, those who will be affected should be told as far in advance as practical.

How
Managers should give thought to the method of communicating before doing it. It is important to understand the advantages and disadvantages of oral and written communication. When making a decision, it is also important to use empathy. In most cases, oral as well as written may be necessary to get understanding as well as to gain acceptance. In very few cases will written communication alone do the job.

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Author: Matthew Coppola, Managing Director of Client Centric.

Client Centric – Executive Employment Solutions are a boutique employment services company specialising in executive and managerial level roles. We are committed to helping you succeed in your career and to do this we have the best staff on board to help you reach your goals. Our team are highly experienced and knowledgeable in a broad range of areas and expertise, so you get the best advice. We service clients all over Australia including Perth, Brisbane, Melbourne, Adelaide, Sydney and Hobart.  We provide Resume Writing ServicesCover Letter WritingLinkedIn ProfilesAddressing Selection Criteria’s and we also offer a Job Application Service where we apply for jobs on your behalf and all you do is wait for the call. Please visit our website at www.clientcentric.com.au to find out more.

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Does money make us more happier?


An assumption in Economics is that consumers prefer more, and that one’s utility can be increased through the consumption of more goods and services. In other words, the more money we have as individuals, the more satisfied we are with our life. But does greater income and consumption really translate into greater happiness? Three main research studies are examined, with offer similiar yet different answers.

In one study, an ordinal scale for happiness was derived from answering the question: “taken all together, how would you say things are these days – would you say that you are very happy (score of 3), pretty happy (2), or not too happy (3)?” (Davis, Smith & Marsden, 2001) For 1994-1996, the mean happiness score was 1.92 for those in the lowest 10% of the income distribution, and 2.36 for those in the highest 10% income distribution. This study showed that there is a positive relationship between utility and income.

In the World Values Survey, cross-country comparisons were made to view this relationship on a global scale. In this case, income was measured by each 51 country’s per-capita gross national product (GNP) as measured in US Dollars. The question asked to all respondents: “all things considered, how satisfied are you with your life as a whole these days?” the scale was 1 representing most dissatisfied and 10 most satisfied (ICPSR 2000). Graphical analysis showed that countries with higher GNP per capita on average, experience higher satisfaction. However this satisfaction increases at a lower rate, reflecting diminishing utility as material well being increases (Davis, Smith & Marsden, 2001).

The researchers concluded that there are other factors which affect satisfaction levels, such as health, the political environment, freedom etc. For example individuals with high income levels, but poor health were less happy, then those with better health. Countries with high incomes, yet strict government control had less happier individuals then those countries with less control (People in North Korea can testify to this!) Although researchers still agree that greater happiness results from greater utility, on average that is.

However, Princeton University Researchers have found that the link between income and happiness is “greatly exaggerated and mostly an illusion” (Quinones 2006). Their new fndings build on efforts to develp alternative methods of gauging the well being of individuals and of society, as it became apparent that people surveyed in a new study about their own happiness were overstating the impact of income on their wellbeing.

Although income is a good measure of well being, its role is low and less important then first thought. People with greater incomes do not necessarily spend a greater amount of time doing enjoyable activities (Quinones 2006) In economics it is assumed that the rational consumer will increase their level of consumption for luxury goods and services, due to their higher level of disposable income and will be more satisfied. But in reality, higher income individuals are “barely happier than others in moment-to-moment experience” and tend to be tenser.

New measures adopted are based on individuals ratings of their actual experiences, instead of a judgement of their lives as a whole. The Day Reconstruction Method (DRM) measures peoples quality of daily life. This creates an “enjoyment scale” by requiring people to record the previous days activities and describe their feelings about the experiences. The method has proved effective.

For example, when people were asked to describe their general happines and then asked how many dates they had in the past month, their answers showed little correlation. But when the order of the questions was the opposite for another group, the link between their love lives and general happiness became much greater. This is in line with the finding from the World Values Surveys.

So far three studies have been examined. The first study concluded that there is a positive relationship between income and happiness, the second looked at this relationship on a global scale, still indicating a positive relationship, but discovering the presence of diminishing utility with income, and concludes that there are other factors at play. The last study makes a revision of past research then it conducts its own study. The researchers concluded that this positive relationship has been very much exaggerated and criticize the integrity of past surveys. Whilst they acknowledge that there is a positive relationship, there are still many other factors at play and only to a small extent, is income positively related to happiness, thus agreeing with the other two studies.

How to effectively cold visit prospective employers by Matthew Coppola


There are a number of steps to make in effectively cold visiting a prospective client.

1. Get into the right frame of mind

Never go out and sell a product/service to a business if you really are not feeling up to it. Business people can sense any disinterest, unenthusiasm or tiredness from you and they are likely to imitate you and be disinterested themeselves. So make sure before you go out, you clear your mind, have a cup of coffee, prepare your material, and go out. Make sure you are also comfortable too. If it is a cold day, wear warm clothes, if it is a hot day, then you would do well to well cooler clothes.

2. Prepare yourself

Make sure you have all the marketing material on you, and that you are ready for any objections that you may come up against. I would suggest writing up a document thats titled “Frequently asked questions” which you can hand to the client to remove any suspicions or misunderstandings they may have.

3. Briefly learn about the business you will be visiting before you go out.

Employers appreciate people who have a good knowledge about their company because this shows that theyve gone out of their way to understand the possible needs of the company and it shows enthusiasm.

4. Presentation is key

When you go to reception and ask for the manager or business owner and they ask what you are here for, mention that it is a business matter and you need to speak directly with the manager. I would suggest however that you call before hand to arrange an appointment, but sometimes that can be hard if you are trying to sell something, getting through the gatekeeper can be very difficult in many instances. One option is that you call the business before hand and say:

“Oh hi ________ my name is _________ from __________ and I cant find the business card of the manager/business owner anywhere, are you able to help me? I need to contact them”

When you go into the business I suggest not mentioning your last name and ask to see the manager in a direct and assertive manner.

So you have been successful in getting through the gate keeper and the manager walks out from his office. Use the following script template and change to suit yourself accordingly:

Hi _______ I’m Matthew from ________ I apologise for coming unannounced, but would you be interested in knowing how ____________________”

(This part is when you mention the possible value the business can epect to get, and if they are interested, then proceed with you sales pitch. If they arent, move on. There are plenty of people out there who would be interested)

“The reason why I came to your business is that I felt our product/service would be of interest to you because ________________”

(When you are mentioning why you feel it is of interest to them, mention how your product/service can save their company value and money, tailoring your sales pitch specifically to their business.

“What are your thoughts?”

(Now you have the chance to answer any questions/objections)

And that is pretty much it, if you have got to that stage, you can either sell your product then and there or leave information with them, grab their contact details and ask to follow up in a few days once they have reviewed your product/service.

 

How To Implement A Strategic Plan: Learning from the Game of Monopoly by Matthew Coppola


Implementing a well-thought out strategy can result in a desirable outcome.

Monopoly is a great example. Although it is a game of chance there are elements of strategy which contribute to a successful win.

Firstly forget about cheating in business. It doesn”t guarantee winning.
In Monopoly the player who steals money from his opponent or does not remind the other player that they are due rent if they forget, may experience a short term gain, but the long term result could be negative, such as a loss in credibility and trust, and with a short term gain mentality, there is no future focus, so the strategy will be misguided.

Secondly, ethical behaviour and a sense of fair play, is just as important in Monopoly as it is in business.

In game strategy we refer to the situation when a player makes a course of action over a series of games, as “repeated games”.

A firm that takes on unethical conduct to craft a quick killing might benefit in the short term, but will end up paying for it in the long term.

Take for instance organisations that outsource manufacturing to low cost countries.

Yes it will result in cost savings, but may affect reputation of product quality.
However, a business that maintains an open-handed refund and makes a practice of giving customers the benefit of the doubt, might not be as profitable in the short run as a more rigid policy, but is more likely to lead to repeat business, customer loyalty, and long-term gains.

Thirdly maintain a healthy cash position. In Monopoly having a nice wad of cash around helps protect you from times when you land on high rent spot or you want to buy property or build houses.

Same with strategic planning, opportunities arise in the strategic scope which may not have been accounted for when the plan was initially developed. Cash position is a good indicator also of the health of an organisation and their ability to repay short term debts.

Fourthly in Monopoly, by having your hand in different areas you can be guaranteed of income, for example not just having one side of the board but having parts all over. Same in business.

Business diversification is a strategy to increase the variety of services and products within an organization. Diversification can be a growth strategy, taking advantage of market opportunities, or it may be aimed at reducing risk by spreading interests over different areas.

It can be achieved through acquisition or through internal research and development, and it can involve managing two, a few, or many different areas of interest.

There are two types of diversification strategies:

One type is horizontal diversification, which involves expansion into a similar product area, for example, a domestic furniture manufacturer producing office furniture.

In Monopoly it means acquiring all properties under one colour.
Another is vertical diversification, in which a company moves into a different level of the supply chain, for example, a manufacturing company becoming a retailer.

Vertical diversification in Monopoly entails acquiring utilities and other non-residential spots.

So what are the motives for diversification?

They are growth, risk reduction, and profitability.

To become the top player in Monopoly you need to acquire as many properties as you can and increase your cash flow by buying houses and hotels.

Players can reduce risk of losing or succumbing to landing on a high rental spot by acquiring as many properties and utilities as they can. That way, nearing the end of the game once everyone have bought houses and hotels, if you do land on a property or utility and you own it, well you avoid rent.
Profitability is also a key motive for diversification. In Monopoly, some properties offer very little rent value, but other properties offer very high rental return. And having a constant cash flow from owning numerous properties helps keep you profitable.

However, a key advantage of a specialised company over one that is diversified across a number of vertically linked businesses is the specialised company”s ability to develop distinctive capabilities. In Monopoly, by concentrating on one or a couple of property blocks on one side of the board enables you to have enough money to build houses and hotels on those properties quicker and with less risk.

And lastly In Monopoly try and team up with players who have a nice wad of cash for needed protection.

A strategic alliance is a cooperative relationship between firms involving the sharing of resources in pursuit of common goals. Having a strategic alliance can help you win against the big boys with more money. Acquiring another company can be expensive, but alliances are more targeted and cheaper way of accessing other company”s capabilities.

So all these points just in a game”

Therefore for an organisation, the most important factor is not luck, but the ability to recognise opportunities when they appear and to have the clarity of direction and the flexibility necessary to exploit these opportunities.
Seeing the benefits of a well thought out strategy takes time and patience. You won”t see the fruitages of a strategy over night.

We can learn this lesson on patience in the game of chess.
Many opportunities will come up that may divert your strategy on a tangent, and as attractive it may be, it doesn”t hurt to be patient and do your research by considering all the known options available.

In business grabbing an attractive opportunity can result in “first mover advantage” however, by being flexible and open to possibilities can result in a more optimal outcome.

Understanding the Business Environment: Learning from the Game of Golf by Matthew Coppola


The surroundings of the business has a huge impact on the outcome of any strategy.

Now an organisation may operate in a…..positive environment.

But what if it is operating in a…..negative environment?

Well then it may have detrimental effects to the business.

An organisation would be a smart company if they took good note of their surroundings.

Take for example….professional golf.

Professional golfers are not only good at accurately taking a swing and controlling the speed and height of the ball, but they also take into account how the environment affects their game.

Pro golfers even look at the type of grass used on the golf course they are playing at.

For example, certain types of grass will affect the size of a scuff mark or divot and your ability to create one.

Divots are the amount of grass that shoots out after you hit the ball. It is very annoying to have to fix and also if your ball lands in someone else”s divot.

Some grasses, such as bent grass, have a thinner and more delicate blade structure than most other grasses while their root structures are also more vertical.

Together these traits mean that these grasses more easily produce divots.

On the other hand, the Bermuda and fescue grasses that can be seen on a large number of golf courses in Queensland make it tougher to produce divots. These grasses feature wider and tougher blades.

PEST Analysis (political, economic, social and technical) is a technique we use to analyse the business environment.

But it can be very time consuming to do, and you would be forever finding new factors which may have little or no affect on your organisation”s strategy.

So what we need to do is go back to the fundamentals:

In making a profit, the firm needs to create value for customers. This requires an understanding of the customers:
Who are they? What do they like? Why do they buy?

In creating value, the goods and services are acquired from suppliers. So an understanding of the suppliers is required:
Who do they also supply to? What do they supply? How can we develop a better relationship with them?

Next, your organisations ability to generate profit from value creating activities depends on the competition and how intense it is, this then relies on an understanding of your competition:

Who are they? What are they good at? What aren”t they good at? Who are their customers? Why are they in business?

So your organisations business environment is formed by its relationship with three sets of players in the game: Customers, suppliers, and competitors.
This is its industry environment.

So a key part in understanding the game being played is the ability to read your customers and know how to satisfy their needs depending on changes in the business environment.

Professional golfers for example, read the grass by taking into account the characteristics of the putting grass used. This understanding enables them to be able to determine the “influence” on their ball “” that is, what factors will impact the direction and distance they require from a stroke.

There are two factors which influence their ability to read the grass “” slope and grain

Most greens are designed with some slope so they can drain away water and any green may include a number of slopes to influence your putt.
Grain refers to the tendency of a species of grass to grow in a certain direction.

Because greenkeepers rotate mowing patterns, a uniform pattern of grain generally is not established.

Still, it”s valuable to understand the impact of grain.

Grain has a tendency to run in the direction of the natural form of the land – away from hills and toward places where creeks and ponds naturally occur.
Exposure to sunlight at only certain times is another factor. For example, Bermuda grass has a tendency to grow toward the sun.

A professional will know whether they are putting the ball against the grain or not, and will change their style to suit.

So the solution to the problem of environmental change is to understand your markets characteristics, that is, what are your customer”s underlying needs, rather than what are the specific products your customers need.

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Author: Matthew Coppola, Managing Director of Client Centric.

Client Centric – Executive Employment Solutions are a boutique employment services company specialising in executive and managerial level roles. We are committed to helping you succeed in your career and to do this we have the best staff on board to help you reach your goals. Our team are highly experienced and knowledgeable in a broad range of areas and expertise, so you get the best advice. We service clients all over Australia including Perth, Brisbane, Melbourne, Adelaide, Sydney and Hobart.  We provide Resume Writing ServicesCover Letter WritingLinkedIn ProfilesAddressing Selection Criteria’s and we also offer a Job Application Service where we apply for jobs on your behalf and all you do is wait for the call. Please visit our website at www.clientcentric.com.au to find out more.

Key Marketing Tips by Matthew Coppola



1. Base all your images and information around your target market.

Your target market is the customer base which purchases your products. Take into account their age profile and income group. Older age groups have different preferences as opposed to younger age groups. Income is also a strong dependant on how important price and value will play in determining a successful sale or not.

2. Identify your competitor’s marketing activities

Improve where they fall short.  In engaging in marketing and advertising activities, too many businesses fail by copying their competitors in the hope of gaining a slice of the market share. Competition means choice and availability for customers. Show your customers that you can offer the same services and products of your competitors but better and offer more value. Where your competitors fall short, make it your greatest strength.

3. Engage in networking activities and generate contacts in the industry

It”s not what you know that gets things done, it’s who you know. Networking not only generates business friendships, but it also creates awareness of you and your business. Improve your body language and build rapport with other individuals in the industry. Find people in different industries and let them know what you do and why you are unique. Create awareness and build contacts in the process.

4. Re-design your brochures and other material you present to clients to be unique and attractive

It isn”t good to judge a book by its cover and the same is said for businesses. But unfortunately businesses are judged by their “outward appearance”. Your brochures, website, business cards and other material you use to present to clients should be outstanding in appearance and attractive.

5. Create a website and promote it through social networking sites and internet advertising

The internet is now a major preferred medium by businesses to search for service providers. By listing your organisation on blogs, social networking sites and through web advertising, you can create a strong awareness. Pictures are also great to illustrate what you do. The saying goes that a picture paints a thousand words.

6. Offer packages to suit high income and low income groups

Try and be all things to all businesses. If need be, roll out the red carpet and go the extra to show that you want their business and will work out a package that is both economical for you and provides great value for your prospective client. Sell the benefits of consuming your product, not just the product itself.

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I am an experienced and qualified Employment Consultant. I provide assistance with tailored professional resumes, customised cover letters, key selection criteria responses and keyword optimised LinkedIn profiles.

All of my work is not only professionally written and edited but also has a unique design,  making sure that your job application will stand out from the rest. I work with clients all across Australia including Perth, Melbourne, Sydney, Brisbane, Darwin, Hobart and Adelaide. Having a professionally written resume will ensure your CV stays ahead of the rest. Contact me today to find out how I can help you land your dream job.

Please feel free to email me at info@matthewcoppola.com or call me on 0415 559 233.

Do’s and Dont’s of Email Etiquette by Matthew Coppola


1.What is the biggest mistake people make when sending business emails?

The biggest mistake would have to be sending emails with too many subjects.
If you are sending an email, make sure that it is on one subject alone, not many. Because when people receive emails with too many subjects, the email respondents end up forgetting to reply to most of the different matters.
So I suggest when sending emails, make sure they are on one subject, and if you have a number of matters that need dealt with, keep them as separate emails.

2.What is a common mistake people make without realising they are making a mistake?

Bad grammar
– forgetting to spell check is a common mistake people make that they don’t realize.
– When sending emails throughout the day, we may become busy and so will rush through an email, and sending it without double checking our grammar and punctuation.
– Make sure spell check is always turned on. However, spell check misses mistakes like this:
“I this due by Tuesday”
Spell check would say that is correct. When really it isn”t and should be:
“I need this due by Tuesday”

So it is always good to double check our emails before sending.
Ways you can quickly check for typo mistakes:
Read through the email but only concentrate on the words and their structure, not what the email is reading. This way you will be able to find mistakes easier without getting caught up in the email.

3.How should an email be properly constructed?

-Specific subject
Eg.
BAD: Next Tuesday”s appointment
GOOD: Appointment for Tuesday the 20th of August 2010 with John Smith
-Introduction
An email should start off with a good introduction which captures your readers attention and helps them to follow on through the email:
Eg.
Hello John,
Hope you had a good weekend OR
Thank you for your time today to discuss the matter with you.

-Body
This is the base of the email.
Key information for the reader is in this part of the email. Whatever you need to ask or say put it in here.

-Conclusion
Always end an email off in a positive note or to recap your email.
Eg. Please feel free to contact me if you would like more information
Kind regards,
OR
I look forward to seeing you next week and discussing the proposition with you.
Kind regards,

4.How important is good email etiquette?

Very important.
A good email shows professionalism so sending a well written email will impress your client or customer.

5.What are the possible ramifications of bad email etiquette?

-Perception by the email respondent as unprofessionalism and lack of care in the way your conducting business
-The email respondent may disregard the email and forget about it
-The email may be passed on as junk mail if the subject line is too general or small.
-The use of emoticons and acronyms like BTW (by the way) are way too informal. Not everybody knows what they mean. Readers could even get the wrong impression of your email writing skills.

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Author: Matthew Coppola, Managing Director of Client Centric.

Client Centric – Executive Employment Solutions are a boutique employment services company specialising in executive and managerial level roles. We are committed to helping you succeed in your career and to do this we have the best staff on board to help you reach your goals. Our team are highly experienced and knowledgeable in a broad range of areas and expertise, so you get the best advice. We service clients all over Australia including Perth, Brisbane, Melbourne, Adelaide, Sydney and Hobart.  We provide Resume Writing ServicesCover Letter WritingLinkedIn ProfilesAddressing Selection Criteria’s and we also offer a Job Application Service where we apply for jobs on your behalf and all you do is wait for the call. Please visit our website at www.clientcentric.com.au to find out more.