The Importance of “Warm and Fuzzies” in Business and in Training

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Maslov’s Heirachary of Needs

My Cave Man Guide to Training and Development is a “fuzzy” approach, closer to the humanities than the sciences. But I don’t apologize for it. It is from the humanities that we see creativity affecting human behavior directly and therefore human performance in literature, in art, in theatre, in dance, etc. Why not performance at work?

ck_man thinkPsychology and the study of social behavior has always straddled the line between the humanities and sciences. Psychology has roots in philosophy and biology–so much so that even today psychology departments are hard to locate in the larger scheme, and psychology departments themselves are divided into areas from physiological to social psychology areas. That is not to say training is not a science, it can be treated as such; however, for me, since training deals with people, I see more of an application for the humanities.

Not everyone agrees, I know, and that is why there are so many different approaches to selling training. I’m here to comment, and you can,too. I’m always looking for guest writers. All we ask is that you stay generic in your approach. We’ll give you full credit and link to your site.

Chris Winters, of advanceassist.com, publishes a page very different from mine where he showcases some similar points of view, some very different from mine; however, his approach seems to have more of a scientific approach–or I should say, a scientific looking approach. Please correct me if I’m wrong, Chris. I say this with much respect; I would think his goes over well in the boardroom. It puts training on par with other business plans.

However, essentially what trainers do is related to what teachers do with students, which is provide information that stays with our client’s people and works to make the organization stronger. Chris’s point of view often spells out how that will be done, appearing quite scientific:

“The Training & Development (T&D) and Instructional Design (ISD) profession modifies and refines production practices over time in concert with technology and cognitive research. Resources available here have expertise and deep experience to enable T&D/ISD if non-existent and if it exists offer effective remote support for ISD…
(Planning), Analysis, Design, Development, Implementation, Evaluation (P)-ADDIE.”

I never thought of training as a “warm and fuzzy,” but I get it now. When I taught English, speech and theatre at the U.S. Air Force Academy, I taught those “warm and fuzzy” subjects to future pilots, astronauts and other officers who would leave the Academy with the equivalent of an engineering degree no matter what their major. There was no English major by the way; although we did have a film club, a speech forensics club and a drama club. So there was interest in those “fuzzy” subjects even if they did seem off point to the cadet career goals; some actually liked them, but wouldn’t admit it for fear of being uncool.

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Steve Martin with his two characters, Picasso and Einstein, in his play, PICASSO at the LAPIN AGILE

The best reason for looking at training in the the humanities area is the same reason the humanities are called the humanities. We deal with the subject of human beings. Humanities looks at who we are. Through the humanities, we look into the souls of the human race to see what motivates us to live, thrive and die for causes, and for such mysterious characteristics totally human-made as loyalty and love. It’s not that science is inhuman either; it’s just our perspective is that it is so numbers driven, it leaves people out, and people are an integral part of what we do.

I believe it was my job as a teacher of “fuzzy” subjects, as now, to take those “warm and fuzzy” subjects and demonstrate their relevance in the real world. When you’re a teenager, even a smart one, you still see the world in black and white. I probably won’t surprise you that I delighted in getting them to see the gray areas and venture out in the colorful creative world. In this case the world of work. I believe I owe a duty to both the employee and the employer. Maybe I lose a few return visits; but, just maybe, I earn some respect from the work force, and when it all plays out the employer knows where it came from. We all have skills and we use them accordingly. Mine are humanistic and communicative. My science is psychology, which you can’t deny is a very human science. Some employers won’t give me the time of day; however, the business scientists, that’s another story. Do me a favor. Remember the people and I’ll remember the science.

Funny thing. We admire those heroes who think outside the organization protocols; if what they do benefit us, we are happy. Those are the leaders who generally think outside the box. They very often are humanists if you ask them, but company loyalists to the bone. Steve Martin’s wonderful play, PICASSO at the LAPIN AGILE tells us both scientists and artists can come up with equal amounts of genius but it just takes a different form in the result.

Since we as trainers are looking at people who invariably are human beings, we need to look at them humanistically, in tune with their needs and desires, perhaps closer to Maslov than Human Resources, which is more black-and-white, and see how that works. Use the science, the statistics, the charts, and training plans to instill faith in the business end of training, but leave the actual training to a humanistic approach. Not all employees are created equal. Otherwise, we’d have good reason to believe in automaton society, or one run by corporations. Granted, this is not a democracy, but is filled with people who believe their efforts are of value, perhaps more than they get paid. They believe they themselves are of value. Respect that. Self-worth versus hope. Hope in the company? Company loyalty?

Something to think about.

For more resources about training, see the Training library.

A final reminder: I do have a website where you can find other items I have written, including coupons to get my best selling, The Cave Man Guide To Training and Development and my novel about the near future, Harry’s Reality for free! Happy Training.

What is Action Learning?

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Simply put, Action Learning is a group-based process that is proven to generate innovative and creative solutions to address complex problems and opportunities for individuals, teams and organizations.

  • Action Learning is an ongoing, highly focused process among 4-8 group members who help each other to address real, current, important problems or opportunities in their lives or work – and learn at the same time.
  • In highly structured, Action Learning meetings, members help each other, primarily by sharing thoughtful questions to help report, clarify and frame the priorities and then to generate relevant and realistic actions to address the priorities. The questioning is a hallmark of Action Learning.
  • Another hallmark is that members take those actions between meetings. The actions are selected to make an impact on the priority and to generate learning.
  • Members accomplish deep and significant learning, especially from reflecting on the questions and the results of their actions between meetings.

There are different perspectives and “schools” of Action Learning, for example, so people believe that Action Learning should include only questions and that any statements are only in response to questions. Others believe there’s a role for advice. This diversity adds to the richness and applicability of Action Learning.

Reg Revans originated Action Learning in the 1930s in the United Kingdom. Today, it’s commonplace in the vast majority of highly effective learning and development programs of organizations around the world.

Here are several quotes that can enhance your understanding of Action Learning.

  • “…. learning … consists mainly in their new perceptions of what they are doing and in their changed interpretations of their past experiences.”
    — Reginald Revans, original developer of Action Learning
  • “Action Learning is a process underpinned by a belief in individual potential: a way of learning from our actions, and from what happens to us, and around us, by taking the time to question, understand and reflect, to gain insights, and consider how to act in the future.”
    — Krystyna Weinstein, in “Action Learning: A Practical Guide”

Mike Pedler and Christine Abbott wrote “… the acid test is whether people concerned are helping each other to take action on their problems and challenges, and whether they are learning from this work” (Facilitating Action Learning, McGraw Hill, 2013, p. 20).

For more interpretations of Action Learning, see Wikipedia’s definition .

Here are more resources on Action Learning

Carter McNamara, MBA, PhD – Authenticity Consulting, LLC – 800-971-2250 Read my blogs: Boards, Consulting and OD, and Strategic Planning .

Fears, Illusions, and Spiritual Tests

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This week has been a big one for me to face my fears and see past the illusions. Many people are reacting with fear to news from Washington of the budget problems. Perhaps your job is affected by that.

I want to offer some thoughts here to help you step through any fears or doubts you are having. To help you see through illusions projected by fear-creators in your work or life, know that only you can choose to look at your world through the lens of fear- or not. You don’t have to buy into other people’s fear.

I remembered the acronym -F.E.A.R. standing for False Evidence Appearing Real.

Various faith traditions speak of walking through faith tests and facing ever more challenging situations as a way to strengthen connection to Source/God/Allah/Great Spirit/Holy Oneness (that goes by many names yet is beyond naming).

Sadhana – Spiritual Practice

I recently ran across these ideas on Sadhana. Sadhana is disciplined spiritual practice in pursuit of a goal, or to connect ever more deeply with God/God Consciousness. Sadhana is undertaken in Buddhism, Sufism, and Hinduism in various ways, all designed to focus the mind and bring clarity.

I offer here some reminders if you are facing fears, dealing with tests of faith, or needing to see past illusions.

From Ram Dass:

As you further purify yourself, your impurities will seem grosser and larger. Understand that it’s not that you are getting more caught in the illusion, it’s just that you are seeing it more clearly.

The lions guarding the gates of the temples get fiercer as you proceed towards each inner temple. But of course the light is also brighter. It all becomes more intense because of the additional energy involved at each stage of sadhana.

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There are stages at which you feel pulled in to inner work and all you seek is a quiet place to meditate and to get on with it. Then there are times when you turn outward and seek to be involved in the market place. Both of these parts of the cycle are a part of one’s sadhana. For what happens to you in the market place helps in your meditation and what happens to you in meditation helps you to participate in the market place without attachment.”

Meher Baba offers these thoughts on Sadhana:

The goal of sadhana is God-realization. It aims at bringing about a radical change in the quality of life so that it permanently becomes an expression of the Truth in the eternal NOW. Sadhana is spiritually fruitful if it succeeds in bringing the life of the individual in tune with the divine purpose, which is to enable everyone to enjoy consciously the God-state.”

May your journey to Oneness be taken with courage, determination, grace, and awareness.

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Dr. Linda J. Ferguson is an author, speaker, job coach, and energy worker. Her spiritual practices include Sufi Dances of Universal Peace, Integral Yoga, Shamanic drumming, and Medicine Wheel prayers.

Now available!! Linda’s new book, “Staying Grounded in Shifting Sand” – Click here to order.

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Visit https://www.facebook.com/LindaJFerguson for more blog posts and updates of Linda’s work.

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Foot-in-Mouth Disease

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Strong communication is an essential ingredient for crisis management

Merrie Spaeth’s BIMBO Awards nominations never fail to provide perfect examples of what NOT to do when speaking to the media. In fact, it certainly looks like foot-in-mouth disease is making the rounds again, because this month brings us quite a few displays of poor communication, including this one from a typically strong communicator, New York’s Mayor Bloomberg:

“We’re not banning everything,” New York City Mayor Michael Bloomberg told a caller on his radio show who complained that the city was “on a track to ban everything.” (This is an example of how we pick up words. The caller used the phrase “banning everything,” and the mayor repeated it back as a denial – and then put it on steroids, saying “You can still buy cigarettes, we haven’t banned that!” This is also as an example of how deadlines are a thing of the past. After the original story posted, a reader pointed out that a few years ago, when it was noted that it is illegal to ride Segways on New York City streets and sidewalk, the Mayor said, “I think we banned them. We ban everything.” Note that the denial became the headline.)

Politicker, “Mayor Bloomberg: ‘We’re Not Banning Everything,’” Feb. 15, 2013

When defending yourself, or your organization, it’s never a good idea to use the negative terms you’re combating. Repeating negative terms gives them even more power, as well as more page space and, as the example shows, often a spot in the headline.

It’s been proven many times that, while the full headline may read, “Mayor Bloomberg: ‘We’re Not Banning Everything,'” what will most often stick in reader’s minds is “Mayor Bloomberg, Banning Everything.”

Remember this when planning your crisis management messaging. Instead of repeating, and thereby further enforcing, negative terms in your denial, create a list of positive terms that can be used in discussion.

Of course, it’s not enough to simply make the list. Without practice, you’re bound to fall into old habits, and for most of us that will mean automatically using the negative term.

Handling the media well is often tricky, and can be treacherous for the unprepared. If you truly want to be ready to communicate in crisis, you have to put in some serious practice, especially in front of hostile audiences. Simulating this with peers or employees is fine, but make sure the “hostile” crowd isn’t afraid to be harsh. After all, the public, and media, certainly won’t be pulling any punches.

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For more resources, see the Free Management Library topic: Crisis Management
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[Jonathan Bernstein is president of Bernstein Crisis Management, Inc., an international crisis management consultancy, author of Manager’s Guide to Crisis Management and Keeping the Wolves at Bay – Media Training. Erik Bernstein is Social Media Manager for the firm, and also editor of its newsletter, Crisis Manager]

Why is a checkpoint necessary?

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Ever feel a meeting start to drift? Not sure if your participants retained what was being said? Or, have you ever been unsure of how to (gracefully) transition to the next agenda topic?

That’s where checkpoints come in handy…

Use a checkpoint at the beginning of a new agenda item or facilitated process to review, preview and big view.

  • Review – Review quickly what has been done to date.
  • Preview – Describe briefly what the group is about to do.
  • Big View – Explain how the previewed agenda item fits into the overall objective of the session.
Sample Agenda

Purpose: Define the changes necessary to increase the efficiency and effectiveness of the hiring process.

Agenda:

A. Getting Started

B. How does the hiring process work today?

C. What are the problems and root causes?

D. What are the potential improvements?

E. Prioritize the improvements

F. Develop an implementation plan

G. Review and close

Take a look at the agenda above. Suppose we were about to start the second agenda item, “How does the hiring process work today?” We might have a checkpoint such as the following.

Sample Checkpoint: We have just completed the getting started segment (review). Our next step is to identify how the hiring process works today (preview). This is important because if we can identify all the steps in the process, we can then examine where in the process the problems are occurring and then identify ways to make it a much better process (big view). The way we are going to do this is…

So… Why is a checkpoint necessary? The checkpoint serves to ensure that all participants are aware that a transition is taking place, and helps them understand how the process they are about to undertake relates to has been done and the overall session purpose.

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Certified Master Facilitator Michael Wilkinson is the CEO and Managing Director of Leadership Strategies, Inc., The Facilitation Company and author of the new The Secrets of Facilitation 2nd Edition, The Secrets to Masterful Meetings, and The Executive Guide to Facilitating Strategy. Leadership Strategies is a global leader in facilitation services, providing companies with dynamic professional facilitators who lead executive teams and task forces in areas like strategic planning, issue resolution, process improvement and others. The company is also a leading provider of facilitation training in the United States.

Using Credible Research To Write Compelling Needs Statements

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This posting is by Lynn deLearie.

I initially want to refer all readers to an excellent post about Needs Statements written previously on this blog by Andrew Grant (see the link at the bottom of this post).

In that piece, “Impress Funders With Your Grant Proposal (Writing a “WOW” Needs Statement),” Andrew said that, “the Need Statement must be well structured and supported by research to make the case.” He went on to say, “depending on the subject, citations and data can be used as long as they don’t disrupt the narrative flow.”

I agree wholeheartedly, and almost always cite relevant research in the Needs Statements that I write.

I have done most of my recent grant writing for a private middle school that serves impoverished, African American students and families living in North St. Louis. The other accessible educational option for these students is the unaccredited St. Louis public school district, which had an average 2012 graduation rate of 64%. The need to provide a low-cost, quality education to the students that this middle school serves is obvious and compelling…

So, why did I cite research in these Needs Statements? Because, as Andrew states, it helps to build the case for support, and “captures and holds the attention of the funder reading your proposal.”

In addition, citing credible research adds to the credibility of your organization. It shows that you clearly understand the needs of your target population within the broader context of your community.

Citing credible research can also demonstrate that your program staff has done its homework, and use evidence based methods when implementing the programs that meet the needs of your clients.

Now that you know why to cite credible research in your Needs Statements, where do you find the research to cite?

Start with your program staff. They are the experts on what your organization does and will have the most relevant and up-to-date research related to their programs. You can ask them for data and statistics to use to make a strong case for supporting what they do.

Also look at what your competition is saying… on their websites, in their newsletters, in their annual reports. It’s a good bet that they have also applied to the same foundations you are writing to, and you need to be aware of the research they are citing, as well as the results their programs are delivering.

A Google-Search will also turn up other sources of citable research; but not every source that such a search turns up will be credible – double check. The last thing you want to do in your Needs Statement is to cite an unverifiable source.

Impress Funders With Your Grant Proposal
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Lynn deLearie Consulting, LLC, helps nonprofit organizations develop, enhance and expand grants programs, and helps them secure funding from foundations and corporations. Contact Lynn deLearie.
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Look for Lynn’s ebook on Grants & Grantsmanship. It’s part of The Fundraising Series of ebooks
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Foundations of Consulting — Part 5: Internal and External Consultants

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Welcome to this six-part series on the foundations of consulting. If you have not been following along with us, then we encourage you to read parts 1-4, referenced from the bottom of this article. Part 1 establishes the basis for the series by using Peter Block’s definition of a consultant as someone who is trying to change another person, process or organization, but who has no direct control over what they are trying to change. (We highly recommend his book “Flawless Consulting.”) This article describes the many commonalities between external and internal consultants.

Most of the literature about consulting applies to external and internal consultants — they have much in common. An understanding of the roles of each helps externals to more fully understand those whom they work with in organizations. It helps internals to appreciate and apply the many guidelines for consultants, as well. Here’s an overview of each role, including what they have in common and what is different between each.

What Is an External Consultant?

An external consultant is someone considered not to be an official, ongoing member of the organization. The relationship of the consultant to the organization is determined usually by a project’s contract or Letter of Agreement. He or she is paid on the basis of a particular project having certain desired results and deliverables from the consultant. Payroll taxes are not withheld from the person’s paycheck – the person pays their own payroll taxes.

What Is an Internal Consultant?

An internal consultant is someone considered to be an official, often ongoing member of the organization. The relationship of the consultant to the organization is determined usually by a job description and various personnel policies. He or she is paid on the basis on their ongoing role in the organization. Payroll taxes are withheld from the person’s paychecks.

Differences Between Internal and External Consultants

The extent of differences between both types of consultants depends on the type of consulting provided by the consultants and how the consultants choose to work. For example, technical consultants are often perceived as having highly focused and credible skills that are seldom questioned. They often use similar skills and tools to get the job done. The results of their services are often quickly determined. Thus, members of an organization might perceive little difference between this type of internal and external consultant.

In contrast, consultants focused on organizational and managerial development usually have to establish their credibility over time. Their skills are sometimes highly questioned – members of the organization might even be skeptical of the need for any change in the organization. Results of the consultant’s work can take months or years to realize. Consequently, members of an organization might perceive huge differences between these types of consultants.

Official, legal and administrative differences are often easy to distinguish. However, for several reasons, the differences are disappearing between consultants guiding organizations through change. Internal and external consultants are learning similar kinds of best practices and approaches for change. Both types of consultants often focus on highly facilitative approaches to working with clients. Both types of consultants, if they are committed professionals, adopt similar overall goals and working assumptions as consultants.

Traditionally, internal consultants are considered to be members of an organization whose primary job is to assist other people working in other areas of the organization. Often these internal consultants are in large organizations and from training and development or human resource departments. The typical small business usually does not have the extensive range of resources that warrants having an internal consultant.

Traditionally, an internal leader would not be considered an internal consultant. However, that perception is changing. With recent emphasis on the importance of using a highly facilitative and collaborative leadership style when guiding change, leaders are beginning to operate more like internal consultants for change then ever before. Consequently, some would consider leaders in the organization to sometimes play the role of internal consultants.

See the following table for a concise comparison between external and internal consultants.

Look for the articles in this series, including:

  1. What Do Consultants Do?
  2. How Do Consultants Work?
  3. Most Important Goals and Working Assumptions of Consultants
  4. Major Types of Consultants
  5. Internal and External Consultants
  6. Good Reasons – and Poor Reasons – to Hire Consultants

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For more resources, see the Library topics Consulting and Organizational Development.

Information in this post was adapted from the book Field Guide to Consulting and Organizational Development by Carter McNamara, MBA, PhD. For training on consulting skills, see the Consultants Development Institute. For more resources, see the Free Management Library’s topic All About Consulting .

Carter McNamara, MBA, PhD – Authenticity Consulting, LLC – 800-971-2250 Read my blogs: Boards, Consulting and OD, and Strategic Planning .

Attorneys And PR Together in Crisis Communications: Guest Post by Don Martin

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[Editor’s note: In this guest post, Don Martin, president of Don Martin Public Affairs, outlines the dangers that arise when legal and PR don’t work together, as well as the benefits to be reaped when they cooperate.]

In most corporate situations or crisis the inevitable question arises about which role is paramount — the legal team, the PR/Crisis Manager, or a combination of the two — and who trumps who, when and why.

In a corporate crisis, there is often a battle between attorneys and the PR/Crisis Manager but a decision about which path to follow must be made by corporate leadership. Usually the attorney’s job is to point out every conceivable reason NOT to do something. And occasionally legal wins. After all, their role is to protect the corporation. But often that strategy wins the battle but loses the war.

Many times there is a pressing need for the corporate President to step up to the microphone, admit mistakes, apologize, and to say that every effort will be made to correct the situation.

Over the years I’ve found many attorneys who are willing and able to work hand in hand with PR with the common goal of what’s best for the organization. My best clients recognize and practice this. We have generic statements ready to go in advance. Sometimes PR wins, sometimes the attorney wins, but 90% of the time it is a joint win/win. A lot depends on attitude and direction from the top boss.

The right course of action is most often a balancing act with what is the best action relating to public perception being the number one goal.

Example: When the glass started falling out of balconies at a new Class A hotel in Austin that had just opened, the President and CEO of the hotel owner immediately held a news conference in front of the hotel, stating that the reason regarding the falling glass was as yet unknown, but that he was taking responsibility and their number one goal was safety and they would do whatever was necessary to protect the public. You can bet that some of his lawyers advised against taking responsibility when contractors, subcontractors or suppliers were ultimately at fault. But it was the right thing to do, calmed fears, created empathy for the company, and won his company praise and public support.

While it is easy to develop all the reasons NOT to do something, it is the PR/Crisis Manager’s role to point out the dangers of inaction. Doing nothing is often the worst thing to do. Avoiding the press and a “no comment” about a breaking crisis might win a momentary reprieve for a few hours, but could end up damaging the company’s reputation for months if not years to come. Calm, confident action eases public concerns, employee concerns and often protects stock values

(PS “no comment” almost always connotes “I’m guilty” in the minds both reporters and the public. There are a hundred better phrases if needed. “No comment” should never be used.)

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The attorney says: I’ve been in crisis situations when the attorney’s advice is that we shouldn’t do anything publicly. We shouldn’t issue any statements. We’ll probably be hit with hundreds of lawsuits. Don’t say anything. Whatever we say will come back to haunt us….

The crisis manager says: That’s certainly possible, but if we don’t say anything we look and act guilty. We have to speak to our employees, shareholders, and the public for the good of the company. We’ll use tactics that will show compassion and action while protecting the corporation. And the sooner we do it the better chance we have of limiting damage and shortening the life of the story.

It’s a tough call. But more often that not being open and transparent is usually the right course of action. Attorneys can and should help craft the message, but not to the point of burdening the message with legalese, caveats or equivocations.

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When in doubt, give us a call. We specialize in crisis communications. (512) 328-2900

Don Martin
Don Martin Public Affairs

This article was originally published in The Don Martin Public Affairs quarterly newsletter.

Soft Skills Of A Technical Writer

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What are soft skills? They are made up of, for example, communication, emotion, concentration, and common sense. Technical Writers need these skills to get the job done. A Technical Writer today has to possess some technical knowledge, which is equivalent to having hard skills. But the hard skills can’t be accomplished without having some organic soft skills. These right-brain traits are important for Technical Writers. It is being able to see and interpret the whole picture and to translate it into useable and understandable terms for others and that is where soft skills come into the picture.

Why Soft Skills

Technical Writers use their soft skills to gather the information they need to write a clear, detailed, and understandable document. Soft skills are needed to, for example:

  • communicate with all levels of an organization,
  • ask questions and more importantly, listen,
  • understand people as well as the mechanics or processes of a task,
  • lead a group of Technical Writers to produce written information,
  • verify and confirm facts.

Emotion

Technical Writers have a passion and an appetite for sharing knowledge and communicating. They have a sense of curiosity and are also respectful of the individuals they are interviewing; the stakeholders, the owners of a written document, as well as their audience. Respecting the culture of an organization allows them to understand the attitude and behavior of their audience and consequently gather relevant knowledge. Technical Writers are very people-oriented and use this soft skill to see what moves and inspires individuals to accomplish goals and to see and understand what is needed by them. Technical Writers are good listeners and empathize with the users, team players, stakeholders, etc.

Concentration

Technical Writers focus, consolidate, and organize their train of thoughts. They use their sense of concentration to categorize and arrange all their gathered material to execute a good presentation. They also use this ability to see what is required and appreciated by their audience as well as to be able to prioritize their work. In addition, they use this ability to focus on the scope, tone, and quality of a document, as well as its goals, deadlines, and weaknesses.

Common Sense

Technical Writers bring forth their experiences and use their common sense to work with others; to be supportive, honest, open, and to be aware of simply what is good and what is not. They use their common sense to know, for example, what is critical and confidential information. In addition, they use their good judgment and practicality to detect or sense possible conflicts and be able to deliberate them.

From the above, we see then that Technical Writers make use of a lot of different soft skills in order to communicate verbally and via text. They need to be able to speak clearly and to write concisely and to be error free in both categories. Technical Writers can be very technically versed, learned, and be familiar with the most up-to-date technology, but without soft skills, they will have a difficult job.

Why Give to the Arts When People Are Starving and Homeless?

Starving homeless man

This posting by: Tony Poderis

That riveting question was actually written in the marginal notes of a proposal asking for funding for an orchestra; and, it was written by a trustee of a grant-making foundation during a meeting to review the proposal in question.

Another trustee of the foundation, the one who presented the proposal on behalf of the orchestra, later showed that note to me and asked what I could do help counter his colleague’s questioning remark.

Arts and cultural institutions are often forced into such defensive postures. They’re accused of only benefiting the elite. The needs of the hungry, the homeless, the physically, mentally/emotionally challenged are cited as so great that something as “frivolous” as the arts should not be drawing from the pool of available support for non-profit organizations.

Those of us who work with … and passionately support the arts, are asked how we can justify “diverting” funds to the arts when such needs exist.

The arts community rightfully provides data showing its economic impact and benefit to the community—statistics tabulating the number of people employed by arts and cultural organizations, tourists attracted to the area, money spent on purchases from vendors, etc. Those facts deliver a true story, but they are not always compelling. Then there is the “quality-of-life” argument, but it, too, does not always convince. We’re told it is too subjective, too broad, too general.

I believe the answer is to stop defending the arts. We must step out of the defensive postures our critics would-and-do force us into. We need to start asserting the value of the arts with some questions of our own.

Would the community be a place that draws the successful people able to support other needs, if there were not an orchestra, art museum, ballet, opera, theater, etc.? Without the quality-of-life amenities that arts and cultural organizations provide, would private companies, corporations, and firms be able to retain and attract key employees—the very people who keep business thriving and civic endeavors moving forward?

• Without the draw of arts and culture organizations, how many individuals of affluence would there be in the community?

• Would as many new enterprises choose to make the community their home?

• Without the retention of “old money” and the creation of new wealth, where would the philanthropy to support all those “more worthy” institutions come from?

• What would happen to the hospitals, schools, and social-service agencies? To me, the gist of the argument to make when the value of the arts is questioned is simple. Without the arts, without cultural institutions, the people who make up the strong backbone of support for civic and social needs would be far fewer in number.

It would be as if the community was trying to stand upright with vertebrae missing from that backbone of support. That leads to one last question.

How many vertebrae would have to go missing before that backbone collapsed under the weight of the load it was being asked to carry?
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If you have a question or comment for Tony, he can be reached at Tony@raise-funds.com. There is also a lot of good fundraising information on his website: Raise-Funds.com
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Have you seen The Fundraising Series of ebooks ??
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