Tag Archive | "business strategy"

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StoneTalk Episode 25: Ed Hill

Posted on 10 August 2016 by cradmin

Episode of 25 of Moraware’s Stonetalk podcast features Ed Hill of Synchronous Solutions. Host Patrick Foley and Hill discuss several topics relevant to business operations, including the following:

  • How the concept of “throughput” can improve your bottom line
  • The identification of natural constraints in business processes
  • Why successful businesses plan for failure and disaster
  • How to learn more about the Theory of Constraints and Synchronous Flow.

Read the transcript of this episode here: StoneTalk Episode 25 – Ed Hill

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How to Build Credibility Through Bylined Articles

Posted on 16 December 2015 by cradmin

By Sally Saville Hodge

Editor’s Note: We here at CountertopResource.com are always on the lookout for articles on countertop fabrication and the larger countertop industry. Contact us at [email protected] for more information about how writing bylined articles can work for you and your business.

When most people think of PR, they think it’s all about sending out press releases – to as many media outlets as possible – in hopes that an editor will bite.

That is one aspect of PR. And it’s the most commonly practiced. But it’s not necessarily the most strategic approach, particularly for those who don’t have a product to push but do want to get across a way of thinking or the thought leadership that differentiates them. A more effective approach is to position that expertise via bylined articles.

Think about it – an article that’s written under your name (or byline) and is 100 percent the message you want to communicate. It’s not an ad (it should be written in an informational, non-promotional manner) and appears in the editorial pages of a publication you’ve targeted because its readers constitute your buying audience (or perhaps your peers). Between the extent of the message, which you’re largely controlling, and the third-party endorsement value of the editorial coverage, you’ve got a PR tool of substantial value.

To tap into the power of the bylined article to help build your credibility and reputation, you need to understand the five Ws: what, who, why, where and when.

What They Are

The most fundamental lesson is learning what byline articles are. They are essentially articles written under your name – or in journalism parlance, your byline. Such articles are a vehicle for you to flex your industry-knowledge muscles. The material in the bylined articles should be presented in a way that demonstrates discreetly what makes you an expert in your particular field. Three of the most common types are op-ed contributions, trend articles and how-to pieces.

Op-Ed Pieces

An Op-Ed is so named because it appears opposite the editorial page. Editorials are publications’ official stance on issues affecting the industries they cover. Op-Ed pieces similarly position the author’s point of view on an issue or trend. Strong opinions matter.

We have helped craft various op-ed articles for one of our clients, a consultancy firm specializing in brand and business strategy. One of our targeted publications for this client is BrandWeek, which accepts contributed op-ed pieces by its readers. We worked with one of this client’s partners in creating a response to H.J. Heinz’s discontinuation of flavored and blue-colored French fries. Entitled Green Ketchup Works, But Not on Blue Fries, he argued that the intent to stretch its Ore Ida brand was strategically well-grounded, explaining why it behooves companies to understand how far their brands will stretch to help drive better business results.

The article added to the consultant’s reputation for his thinking on brand issues and also created a strong link between brand strategies and business results – a key underpinning to his firm’s mission.

Trend Articles

A trend article, logically, discusses a current or burgeoning trend that has the potential to affect either the public or a specified field. It’s generally more informational and less opinionated than an op-ed piece.

One of our clients, a book publisher, retained our firm to create a variety of trend-oriented bylined articles for three of its authors as a means of supporting book sales over the longer term. One author’s book revolved around the current state of the practice of marketing. Our aim was to develop several articles based on its contents that discussed current trends and issues – from the challenge of breaking out of the marketing silo to deficiencies in the planning process. These were created for a management journal and several leading marketing publications and further solidified the author’s position as a leading authority on marketing, branding and management issues and trends.

How-To Pieces

A third type of bylined article is the how-to piece. Two of our publishing client’s authors wrote books on how to achieve sales improvement that were ideally suited to this type of bylined article approach. We created several dozen articles, based on each book’s contents, for each author that appeared in publications catering to sales professionals, including many that were industry-specific. These placements not only spurred further sales but increased awareness of the authors in a wider sphere of influence.

Who They Are Appropriate For

Anyone who aims to be positioned as an expert in his or her field can utilize this approach. We’ve used this as a strategy quite successfully with consultants of various types, for example. Authors, who by inference are “experts,” are great candidates, particularly since they can borrow against their book content for subject matter. But we’ve also used this approach with clients who are more esoteric, such as the innovative owner of a plastics-molding firm whose message revolved around the benefits of finding uses for recycled plastics. Although most publications we’ve worked with eschew bylined articles submitted by vendors because of their tendency to “sell” rather than inform, we also have had success in this space by positioning clients on general industry issues and solutions, rather than their specific solutions.

Why They Are Important

As our examples illustrate, bylined articles are an excellent way to showcase the knowledge and expertise that make you stand out in your field. Editors who accept your article ideas see you as someone with expertise who has something important to say. Readers will see you in the same vein. The fact that the publication thinks enough about your message to run it on the editorial side (without having you pay for the privilege) enhances the value of your article. If you share that publication with your customers and/or potential customers, they also see you as an expert – if your peers want your opinion or information, then you probably know your stuff and will do a good job on their countertop project(s).

Developing a well-written article is challenging, but it is worth your while. While it helps you showcase your thinking, it also gives you greater exposure to a targeted audience. And, since you are the one creating the article, you have far more control over your message. And the content is also far more extensive than a single quote in an article written by a reporter. Another benefit is the implied third-party endorsement value of editorial-side coverage.

Another consideration is its longer-term power as a marketing tool. Once you secure the appropriate reprint or sharing permissions, the article can be incorporated into your marketing program and posted on your website for visitors to browse, emailed to prospects and friends or utilized as part of your presentation materials.

Where They Are Accepted

Most publications accept some form of bylined article. Many major dailies accept op-ed pieces, particularly by well-known authorities, such as academics or authors. Other media outlets, like the professional or trade press, often solicit informational or instructional bylined articles or opinion pieces and often depend on outside contributions because they don’t have a wealth of staff.

Professional and trade publications and web portals, such as CountertopResource.com, are also excellent options because they allow you to target the specific readers who constitute your buying audiences or you can show the piece to your buying audience. The primary buyer of our brand and business consulting client’s services, for example, is the chief marketing officer. Thus, we have developed good relationships with the majority of the marketing trades and journals where our client’s bylined articles appear with regularity.

When They Are Appropriate

Bylined articles are almost always appropriate – depending on your targeted venue.

Certain types of instructional pieces will always find a home, particularly if they are rounded out with current examples and a perspective that might advance what’s already been written on the topic. It helps, by the way, to research your targeted media market before writing your piece to make sure your topic hasn’t been covered recently.

For bylined articles that respond to a current issue or trend, however, timeliness is critical. Stay abreast of developing news, both generally and in your industry, to help you begin thinking about what’s topical and what insights you could provide to shed light on an issue or add to the analysis that is taking place.

The use of bylined articles as a public relations approach is rising in acceptance as a more strategic and focused tactic that helps build a brand over the long term. It takes time to put this sort of program in place – from targeting and positioning appropriate media markets to devising storylines that will sell to incorporating the outcomes into the overall integrated marketing program. Yet the return on investment will prove this out as a viable adjunct to the more commonly practiced forms of public relations.

About the Author

Sally Saville Hodge is president of Hodge Communications, Inc., specializing in strategic public relations and marketing communications for businesses, entrepreneurs and professional associations. Subscribe today to [email protected]!, a free, bimonthly e-newsletter and get a free special report: “Using Buzz to Create a Groundswell for Your Business.” Visit http://www.hodgecommunications.com for further information.

Copyright© 2015, Sally Saville Hodge. All rights reserved. For information, contact FrogPond at [email protected].

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Non-Business Strategies for Business Success

Posted on 06 October 2015 by cradmin

By Louise Morganti Kaelin

Business success is not all about business strategy. Following are 10 non-business strategies for success in any business, including any position in the countertop industry, from the owner of a large chain of fabrication shops to the person at the front desk fielding phone calls.

  1. You are separate from your business.

Very often entrepreneurs, professional practitioners and small business owners are so absorbed by their work that they are unable to differentiate between their job and themselves, between their work and their lives. Remember that your business is the means to achieving the goals in your life; it is not your life.

  1. The WHOLE person goes to work every day.

Have you ever tried to leave your right arm at home when you go to work in the morning? It’s a ridiculous suggestion. Yet, that is exactly what we expect of ourselves and those who work for us. This is not about allowing personal issues to interfere with productivity. It’s about acknowledging that your whole self shows up. We tend to work a lot harder when we feel heard and acknowledged. Instead of interfering with productivity, it will generally boost productivity.

  1. You can demand dignity, but you have to earn respect.

There are basic common courtesies that everyone is entitled to. The rest you have to earn. If you think about the people that you respect, you will soon realize that you respect them because of who they are and what they do, not because of what they are. They may come to your notice because of their role, but it is their actions that command respect.

  1. Your actions speak louder than your words.

Specifically, what you reward speaks louder than words. Many business initiatives have failed because management didn’t reward the behavior it espoused. And what gets rewarded gets repeated. What doesn’t get punished is also important in this regard.

  1. You can make wise business decisions and treat people with respect at the same time.

Sometimes it is necessary to make some very difficult bottom-line decisions. Most people, when given the opportunity, can stand back and say, “That makes sense,” or even, “That makes the most sense.” People are capable of doing this even when their jobs are impacted. What some businesses don’t understand is that HOW you implement the decision is often more important than WHAT decision you make. Ultimately, people don’t talk about the fact that they lost their job, they talk about how they were treated in the process of losing their job. It’s an important distinction that affects the reputation of the company involved.

  1. Lead your associates; manage your systems.

The businesses that are most successful are those that understand the difference between people and systems. Systems operate at maximum effectiveness when they are managed tightly; people operate at maximum effectiveness when they are led and inspired.

  1. Communicate, communicate, communicate.

Let your associates, customers, vendors, backers, family know What, When, Where, How and Why. Communicating fully – even when it’s about why you changed your mind – creates trust.

  1. Have a compelling vision.

Everybody, including you, needs a good reason to go to work every day. Get crystal clear about your vision and then share it with everyone. Help them understand and buy into it. This is often overlooked and considered as taking time away from the business. If you are the leader, this is your most important role. In addition to giving your associates a clear sense of purpose, it ends up saving you time as others make better choices (that is, choices in line with your direction and vision) on a daily basis.

  1. Say “thank you” often.

You are not the only one that likes to be acknowledged. The more often you say “thank you” – to individuals up, down and across the organization – the more you will enhance your relationships and your reputation. The strongest leaders say “thank you” often.

  1. Learn, stretch, grow.

Become committed to life-long learning. This applies to what you do for a living (technical abilities), how you do it (innovative systems and structures), how you implement it (behavioral competencies) and stuff you just want to know (personal development, arts, whatever). This will keep you current in your present position and prepare you better for any changes down the road.


About the Author

Louise Morganti Kaelin is a Life Success Coach who partners with individuals who are READY (to live their best life), WILLING (to explore all options) and ABLE (to accept total support). She publishes a free bi-monthly newsletter, The 3-Minute Coach, which offers tools, ideas, strategies and action plans to assist individuals in creating the life they truly want. In addition, she is the author of the e-booklet Blueprint for Success: 101 Tips to Reclaim your Vital Energy & and Get the Results You Want.

Copyright© 2015, Louise Morganti Kaelin. All rights reserved. For information, contact FrogPond at [email protected].

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