Ezine Arcive
The Award-Winning Monthly Resource for Professionals
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OUTCOME FOCUS REPORT
Circulation 22,000
Vol 50 – May 26, 2004
Publisher: Anne Warfield
mailto:ezine@imp.us.com
888-imp-9421 or 952-921-9421
http://www.impressionmanagement.com
© Impression Management Professionals 2004
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Welcome! Use as a training tool: Present the situation to the group and
have them brainstorm how they would best handle the situation. Then share
the Outcome Focus answer and see how it relates or differs from solutions
the group found.
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IN THIS ISSUE
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1) What's In The News?
2) Outcome Focus Situation/Solution
3) Anne's Aha
4) What To Watch For Next Time
5) Resources To Learn More
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1. What's In The News?
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Learn more about IMP's Seminars at the IMP Institute in Minneapolis, MN!
Upcoming Presentation Skills Seminar Dates:
JUN 21-22, 2004 SEP 20-21, 2004
Upcoming Negotiation Skills Seminar Dates:
JUN 24-25, 2004 SEP 23-24, 2004
Follow this link for more information,
http://www.impressionmanagement.com/coaching.shtml
or,
email me at mailto:ezine@imp.us.com
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Create your own EZINE using "List Builder"
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2. Here's This Months Outcome Focus Situation/Solution
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How To Handle A Situation Where It Seems Both Parties Now Want Different
Things
SITUATION: Dear Anne,
My husband and I continue to remind each other of “Outcome Thinking”
whenever we are facing challenges at work and in family issues. It's been
very helpful - sort of like a comfortable blanket covering our decisions
and actions: a skill that we can rely on to, at least, give us some
sheltering guidelines to start with when trying to solve a problem.
Right now, however, my husband is facing a situation which he is having a
difficult time solving. I'm writing to you as a last resort in case there
is something we are not seeing properly.
My husband, Tom, is a great carpenter. This is his “thing” in life. He
designs and builds gorgeous, well-made kitchens, office furniture, and
other furnishings.
Two years ago, his best friend became his partner. His partner, Bill, is a
great businessman and together they have really complemented each other.
Bill makes sure they charge enough and pay their bills, etc. My husband is
the creative person.
Bill is very smart and aggressive. My husband is smart and passive. Bill
is always looking for ways to make money and slowly has gotten them into
other areas, like, wholesaling other people furniture, and mass-producing
low-end stuff.
The wind is going out of my husband's sails. He is not motivated to do
these things and as a result of focusing on these things, he has not had
time to invest in getting the clients that he wants - people who want
beautiful furniture.
But he cannot compete with Bill in meetings. Bill has charts, figures,
reasons, facts and all sorts of things to back up why they should “divert”
their focus to these other areas. He is a businessman and does not really
“get” creative desire.
Their outcomes are both money. But Tom's outcome is to do it by doing the
work that he loves. This morning he told me that he is thinking of selling
what started as HIS company to Bill and renting a corner to do his own
thing.
This has really terrified me because Tom undercharges and I am afraid we
will go broke if he doesn’t have Bill as a partner. They are so good
together in a lot of ways but my husband can be passive and than he shuts
down at meetings and in the end Bill directs the path. He says that Bill
simply is too “old style Chinese” to understand anything but sniffing out
where the next dollar is.
Do you have any advice?
Thanks for writing and I can see your concern. First, let me restate what
I understand your situation is and then offer some ideas using Outcome
Thinking. If I misunderstood anything please let me know.
Current Situation: Tom and Bill went in to business and for the most part
really compliment each other. They have reached a point now where Bill’s
passion is fulfilled by making money whether through their furniture or
the high-end furniture while Tom’s passion is fulfilled by creating fine
furniture.
Outcome DESIRED to keep the partnership going while fulfilling Tom’s
desire to work on high end products.
Outcome Approach: First of all, I am assuming this is something Tom would
like to approach so I am writing this for him to apply, not you. If you
would like me to address how to approach Tom with this let me know but I
am assuming he is on board with you and just wants to fulfill his passion.
So, here is what Tom should do:
Approach Bill to say you want to talk to him about how to diversify the
business so they can become more profitable. Tell Bill that you know he is
really good at sniffing out the next place to make money and moving the
client. You have an idea on how they can reach more clients and/or upgrade
the clients they currently have.
Explain that you would like to create a division in the company for
strictly high-end furniture. I would give this division a special name and
business cards for it. Your husband will be responsible for creating the
fine furniture and Bill for creating the marketing materials and the
sales. This division should stand alone as a special area so they can
drive high-end clients to it.
This will allow Bill to take the first company and run it as a quick sale
with diversified products from other people. Then Bill can “up sell”
clients to the custom furniture that Tom makes under the new division.
This will keep the partnership going, keep sales up, and put Tom’s focus
on the high end. As part of this Tom and Bill should make a chart of how
the base prices should be figured out, so that Tom cannot ever undercharge
for the furniture that he makes.
They may even need to look at putting in a sales person on strict
commission in the high-end furniture so Tom is not even talking price to
the customer’s, just design.
Hope this helps!
SPECIAL NOTE:
Send Anne your situation to be included in an upcoming E-zine.
mailto:ezine@imp.us.com
************** Want To Perfect Your Skills? *************
Order Anne's Book, Outcome Thinking: Getting Results
Without The Boxing Gloves for $24.95.
http://www.impressionmanagement.com/products.shtml
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3. Anne's "Aha"
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Can A Single Presentation Really Impact Your Career?
If you have ever doubted the impact a single presentation can have, just
recall the primaries in 2004.
Going in to the primaries the talk was all about how far ahead Howard Dean
was in the pack. In most people’s mind he was the forerunner and most
likely new candidate.
And then, one presentation changed all that. Howard got wound up and ended
up talking fast like a pro wrestler. His credibility that he had built up
so hard for so long fell in one single swoop. As the Star Tribune put when
comparing Dean’s speech in Iowa to his speech in New Hampshire, “in
contrast to his screeching speech after the Iowa caucuses, he spoke calmly
and didn't remove his Navy blue blazer or roll up his shirtsleeves as he'd
done then in a televised rant that subjected him to national ridicule.”
He went from being number one to being number three in what all called a
“surprise over turn” by John Kerry.
Kerry’s Iowa presentation was charismatic, had good flow, and supported
the image of how he wanted people to view him.
You can’t afford to NOT polish your communication skills as they ARE your
REPUTATION, your INTEGRITY, and your KNOWLEDGE. You need to make sure that
others can quickly grasp what you are saying so they can make intelligent
choices about what you have to offer.
Please feel free to read the rest of this article, just click below:
www.impressionmanagement.com/articles/art_0022.shtml
**********************
Quotable Quotes:
**********************
“Cherish your visions and your dreams as they are the children of your
soul; the blueprints of your ultimate achievements. “ Napoleon Hill
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4. NEXT TIME: Another situation submitted by you.
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Send Anne your situation for inclusion in the E-zine.
Email your situation to: mailto:ezine@imp.us.com
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5. I Want More Resources So I Can Perfect My Skills
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Products: Outcome Thinking Book $24.95
Outcome Thinking CD ROM $49.95
Communicating More Effectively Book $14.95
(Body Language)
Body Language Video $99.95
Success Negotiating Audio Tape $14.95
GOALS Set $39.95
I WANT IT ALL: COMPLETE PACKAGE, Regularly $245. Special price for
Subscribers, $197.95, includes two free gifts.
Order Online:
http://www.impressionmanagement.com/products.shtml
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FREE ARTICLES AND BACK ISSUES
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About Anne and IMP
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Anne Warfield, CSP*
President
Impression Management Professionals
7200 France Avenue South, Suite 224
Minneapolis, MN 55435
952-921-9421
888-imp-9421
952-921-9420 Fax
Email: mailto:ezine@imp.us.com **
Visit us at: http://www.impressionmanagement.com
"A true leader is not one you look up to because they are the best. A true
leader is one that draws the best out in you." Anne Warfield
*CSP- Certified Speaking Professional; a designation held by only 7% of
all speakers nationwide
Member of the National Speakers Association
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