How to Make Smart Choices When Yelp Turns Sour

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Helpful advice for coping with negative reviews on the popular network

Yelp is the very definition of a double-edged sword. Good reviews can bring in more business and allow you to charge more for the same services, while bad reviews can sink your operation. It’s perfectly natural to be upset and even a bit angry when you start seeing negative reviews, but overcoming this knee-jerk reaction is critical to turning things around. For more tips, take a look at this infographic from ChatterBox360.com:

Yelp Reputation Infographic

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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]

– See more at: https://staging.management.org/blogs/crisis-management/2014/10/28/pga-prez-gets-the-boot-after-immature-facebook-post/#sthash.BbdljgHP.dpuf

Six Goals For A Direct Mail Letter

Here six key objectives I set for every fundraising letter I write. I use these as standards to review and rewrite a draft appeal until I can’t improve it further.

1. Create a personal connection. Always use the first person singular (“I,” “me,” “my”), never the snooty-sounding, disembodied “we.” Talk to me as if we are sharing coffee together. Use the word “you” as often as you can. Finding ways to use the word “you” naturally helps make your writing conversational and friendly.

2. Tell a story. I know you’re saving the world. Now, can you show me one specific person (whose life you’ve changed? Can you name them? Quote them? Introduce that person and a problem. Then tell me what happened. Or better, tell me what can happen if I get involved.

3. Appeal to emotions. We give with hearts first, heads second. That story you’re telling should arouse my pity or pride or fear. Your first-person narrator (the “I” in your letter) can express emotions directly, prompting the reader to reflect your own feelings of anger, sadness or hope.

4. But still make sense. You always need to make a logical connection between my gift and important results. Who else will your organization help with that extra dollar? How will you make a bigger difference in their life?

5. Show donors the benefits. Your organization’s direct outcomes, such as meals served, acres saved or patients treated are great – but they are not benefits to the donor. Tell me what I can expect to get out of my donation. Benefits may be direct and tangible, (free admissions and publications), indirect, (a safer, more prosperous community) or emotional, (the warm feeling of helping a child).

6. Give readers one thing to do. And make it easy. If this is fundraising letter, then ask for money early, and again at the end – don’t ask for volunteers, phone callers, etc. Suggest a specific amount for my gift, but provide opportunities for larger gifts with an “ask string” of gift amounts above the target amount and an “other amount” option for those who can’t send your target gift.

Remember that you get only a small slice of a reader’s attention when they first look at your letter. Pursuing these goals from your very first word will earn more time with your reader, engage their interest and convert interest into donation action.

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Next Week’s posting is a piece by John Elbare
on the “value” of getting your constituents to donate
stock and mutual fund shares.

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Jon is Vice President of Cause & Effect, Inc.
He has helped nonprofits develop successful direct response strategies and
effective donor communications
for more than 25 years.
Contact Jonathan Howard or
visit the Cause & Effect website

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Have you seen
The Fundraising Series of ebooks ??

They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
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If you would like to comment/expand on the above piece, or would just like to offer your thoughts on the subject of this posting, we encourage you to “Leave a Reply” at the bottom of this page.

Training Day – Professional Development

A cascade of written developmental words
professional-development

What is Professional Development?

I began this article by looking again at the differences between training and education, or trainers and teachers. In A Look at the Education vs Experience Debate and in an earlier post, What’s the Difference Between Training and Teaching, I made a few comparisons. This time, I thought it might be interesting to comment on what some consider the end-result of training: professional development.

To some organizations, professional development means a training day of best practices. This isn’t professional development; this is a day of opportunity. It could be a sharing conference; however, most attendees are more likely to be sharing drinks. Ironically, it is during these moments of relaxed opportunity the best information to aid in one’s quest for professional development occurs. Still, that is not professional development, but it’s a start.

Why? Because professional development includes so much more. Interestingly enough, the social aspects, character modeling and professional information comparisons from a single conference may be more valuable than a single, specific knowledge-based training day.

Professional development refers to the acquisition of skills and knowledge used for personal development and for career advancement. Generally, professional development would include all types of learning opportunities some facilitated and some not. It should start with specific training, college and university education as well as conferences and never end. Along the way, continuous learning should provide other opportunities and practice specific to an employee’s position and career goals.

Many organizations fall short. They may have a director of professional development, who in most cases, is a glorified training manager. That’s not always the case, of course. There are professional development directors who understand the concept, but many other who do not. It could be, they have the definition wrong.

professional-development2

At its core, professional development with an organization should begin with a plan for long term use of an employee. At interviews and during the orientation references are made about employee growth, but, for the most part, the employee is left alone after that to survive and strive or not deliver and not survive. The individual employee, unless mentored by someone with influence, is left to his or her devices when it comes to professional development. The valuable employees are those who seek out additional opportunities to learn, continuously learning. Ironically, and it shouldn’t be, these same employees ask for raises and promotions, which may annoy their superiors.

In an environment where professional development is practiced, the process is collaborative and intensive. Professional development should include a career manager who ensures employees are right for their jobs, and works to keep them in jobs that, not only make them successful but the organization as well. That is not to say, there should not be an evaluative stage, but by incorporating career management, we assure someone who is not doing well flounder, but can thrive in another position.

In larger companies, this is easy to do. In smaller companies or organizations the same attitude toward professional development can be extended to the employee by modifying his or her position to include a different, yet positive skill set. If that doesn’t work, the employer should assist the employee in finding a more suitable position rather than him or her “kick to the curb;” asserting that this employee–who they hired–is now a nuisance, guilty of negatively impacting their mission. As a part of professional development, employers should offer support, not grudgingly. Employer and employee responsibilities go both ways. At one time, providing an employee security and career develop was every corporation, company and organization’s mission.

In this current economy, it was the first employee support to go, followed quickly with practices of limiting hours, making employees part-time so benefits were not required. With failure or disappointing results, newer, less experienced employees are the ones to go–with the hope being that this will change the financial outlook.

Then, again there are employees who lose it, who don’t fit in anywhere anymore. Too much damage is done.

Perhaps it could have been prevented by nurturing rather than coercing production based on potential termination or demotion. “If this doesn’t happen, you’re fired.” And said nicely, “So, if you fail to deliver…” with threat hanging there. It isn’t always a competence or performance failure, but sometimes–often times, a personality factor.

Not everyone fits with everyone in the organization. In room filled with people who do the same thing, there are only a few true connections; the rest are tolerated. Unless, one or two cannot be tolerated. Now, we get into leadership and management issues, which if you think about them, are intricately linked to professional development.

professional growth

The process of professional development is mistakenly called training and vice versa. We train for a career by learning a trade or receiving an education. After that, any type of “training” is immediately included in the professional “portfolio,” as if presentations on diversity and sexual harassment have to do with an individual’s career growth. Not that those items–usual presentations or simple computer orientations–don’t have value, but they have more to do with character. Certainly, not paying attention in those areas could result in termination of one’s career. Still, by definition, it is not part of professional development, nor are they really training. If anything, they seek to affect one’s moral character.

People may be trained to do a specific job, or perform a job that requires a very prescriptive skill, i.e., a surgeon or architect. Attorneys learn about the law or more specifically; however, although they were educated in litigation techniques, they will not be considered trained until they have litigation experience. My preference for a surgeon is not one who has read about techniques in a book, but has practiced them. That could be said about many professions. And, here we are back with professional development, requiring training to be an element in career progression.

Continuing education or training is but one of the many ways to pursue professional development. These ways include simple lesson study (a specific training like leadership, supervision, management, analysis… Mentoring is a great way to incorporated and ensure proper employee development, as is individual coaching and consultation. As an Executive Coach, my job was to offer assistance, usually to middle management, assistance in speech preparation and delivery. Interestingly enough, my clientele were confidential. My clients did not want their company to know they had a coach. So, my business grew by word of mouth.

Rather than a training day, the organizational attitude should be about helping individuals learn and grow within as well as outside the organization. An employee who feels his or her worth is a valuable employee that gives more all the time, knowing the reward is always there. It doesn’t have to be compensatory unless he or she measures his or her worth by that compensation. However, that does take away from self-satisfaction. Had the corporations, companies, or organizations an enlightened view of professional development (and conveyed that to employees) my clients wouldn’t have felt the need for confidentiality. Naturally, they paid for professional development out of their own pockets. I’d say that’s an employee to develop and keep an eye on his or her career.

By having an attitude of continually exploring and learning new aspects of our profession, we, indeed, become professional. At various times, I was a spokesperson, then a teacher and finally, a trainer and speaking coach. Today, I teach and train. I’m constantly comparing the two words on my training and development blog. One blog in particular is the one garnering the most hits. Guess which one that is. It’s on the difference between teaching and training.

Professional development, it turns out, is misunderstood by many. I’m not saying I got it right or even say it better than others, but professional development involves training and teaching/education and is not as interchangeable as one may think. And, the subject is complex; I have only grazed the surface.

Finally, while professional development is thought to be different and sometimes the same, it doesn’t need comparison. Employers, employees and the economy changes over time. Sometimes we forget original intentions in favor of profit margins. Some might say we’ve forgotten the very people we hire to make our company or organization what it is today. We changed the definition when it didn’t suit our pocketbook or actions. Many English words have interchangeable definitions and usage; however, there are times in which we should look back for the original meaning and pursue those intentions. Professional development needs to be new again, and used accordingly.

The above is commentary and does not necessarily reflect the opinion of The Free Management Library.

Happy Training.

By the way, this is not all I do. I believe in connections. Information and communication is applicable in training and development as well as education. If you are interested in my approach here or in other offerings on the site, you might also be interested in my book, The Cave Man Guide to Training and Development. “Cave” and “Man” are separate on purpose. The “cave” is simply where we train. I promise there will be a II and III based on my articles here. If you like what you see here, I have a blog site, Shaw’s Reality, where I look at the world’s reality from a variety of perspectives. I have also published a young adult science fiction dystopian novel, In Makr’s Shadow.

By all means though, check out The Free Management Library’s complete training section.

PGA Prez Gets the Boot After Immature Facebook Post

A-man-leaving-an-office-with-his-belongings-in-a-box

There’s no escaping this social media sand trap

Professional Golf Association president Ted Bishop is the latest high-profile figure to lose their job as a result of a social media post. Bishop was angry with tour member Ian Poulter for his criticism of Ryder Cup captains Nick Faldo and Tom Watson, and let everyone know it on Facebook. The problems didn’t come because he voiced his opinion, but once he dropped the line below his troubles began:

“Really? Sounds like a little school girl squealing during recess. C’MON MAN!”

By Friday Bishop was on his way out thanks to a vote by the PGA board, and the organization headed straight into crisis management mode with a statement of its own:

The PGA of America board of directors voted today to remove Ted Bishop, the 38th PGA president, from office for insensitive gender-based statements posted yesterday on social media. The board deemed the remarks to be inconsistent with the policies of the PGA.

“The PGA of America understands the enormous responsibility it has to lead this great game and to enrich lives in our society through golf,” said PGA chief executive officer Pete Bevacqua. “We must demand of ourselves that we make golf both welcoming and inclusive to all who want to experience it, and everyone at the PGA of America must lead by example.”

Under the bylaws of the PGA constitution, vice president Derek Sprague has been appointed the Association’s interim president until Nov. 22, when the election of new national officers takes place at the 98th PGA annual meeting. PGA Secretary Paul Levy will assume the dual responsibilities of Vice President and Secretary until the election.

“The members and apprentices of the PGA of America must uphold the highest standards and values of the profession, as well as the manner in which we conduct ourselves at all times,” said Sprague, the PGA general manager and director of golf at Malone (New York) Golf Club. “We apologize to any individual or group that felt diminished, in any way, by this unacceptable incident.”

A bit of a stodgy statement, but then again the PGA is a bit of a stodgy organization. Actions speak louder than words, and the PGA’s actions showed that immature, sexist statements coming from their top officers are simply unacceptable.

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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]

– See more at: https://staging.management.org/blogs/crisis-management/2014/10/25/social-media-compliance-and-crisis-management/#sthash.xvMR2qR5.dpuf

Technical Writing Communication Etiquette – (Part 2)

a man talking to a woman while she listen to him

How to communicate to others. The previous content presented ‘How not to communicate as a Technical Writer’. This segment involves a list of ‘How to communicate as a Technical Writer’.

Technical Writers do not have an easy job. They translate and communicate relevant information into easy to understand information to their audience. To communicate well to any audience, the Technical Writer should:

  • Always communicate understandably to the audience. Whether it’s communicating by speaking or writing, the relevant content should always be communicated at the audience’s level. The writer should be able to differentiate between writing for upper management and users.
  • Always take time to review all the details before communicating. A Technical Writer is a detailed individual who wants to be sure that everything that is conveyed is correct and vital.
  • Always be learning and never say something is not interesting. Learning and hence being able to communicate the knowledge is at the forefront of a Technical Writer’s job.
  • Always collaborate, communicate, and build trust. Build up your knowledge groups and team members. Make sure that individuals, team members, or groups are comfortable with you so that relevant knowledge is always shared.
  • Always be as sensitive to the tone in your writing as you would in your voice.
  • Always pay attention and listen to others. Especially listen to your SMEs. Your SME’s know what is happening (how, when, where, what, etc.).
  • Always be patient and listen before speaking. Not giving individuals enough time to speak and to finish their thoughts and sentences is not good etiquette. Interrupting people while they are speaking causes some to just stop speaking and sharing as they feel you must know it all, or they might have wanted to say something different. You are not a mind reader.
  • Always watch the user, the speaker, the person you are communicating with. Watch their faces, mannerisms, etc. Faces might say one thing, but their words say something else. For example, when asked if the handouts or any written material was beneficial, an individual may not like to hurt anyone’s feelings so they might say the material is good, when it isn’t. Watch and see their facial expressions and mannerisms as they turn the pages.
  • Always listen to the tone of your voice when speaking. Keep it open, friendly and undemanding.

The above were just a few highlighted important rules for Technical Writers to follow when communicating. The one rule that all Technical Writers share and abide by is that they always communicate clearly, concisely, and accurately. That is the most important rule.

Do you have any ‘Must do’s’ to add to this topic? If so, please leave a comment. Thank you.

To RAID or not to RAID

Management spreadsheet on a laptop

A few weeks ago I was assisting a project manager with a troubled project. We reviewed the documentation from the beginning, starting with the usual suspects: project charter, WBS, schedule. They all seemed fairly straightforward and understandable. Once we got to his status reporting though, confusion started. This project’s status reports were spreadsheets about 10 pages long. Every week the team was only able to discuss only about 3 pages’ worth of information, and they were mostly risks.

“Why is this so long, what’s in it?” I asked him. He answered that it was his RAID Log, which he used to run Status Meetings. He wanted to be certain not to miss anything, so he was careful to include every item related to the project and classify it as R (risk); A (action); I (issue) or D (dependency) in this giant spreadsheet. As the first section was ‘Risks’ they were certainly addressed. So most of the discussion in his weekly status meeting was about events that had not even happened.

To be sure, used appropriately, a ‘RAID’ log is a great tool to help Project Managers keep projects on track. It lists, in one easily accessible place, almost any present or future turn of events that could impact their project. A few difficulties can arise though, which diminish the usefulness of a RAID log.

Frequency
In an average project, risks may not need review each week, but in a high-risk project the risk log may need to be reviewed more often even than action items. Each project has a different makeup, which should dictate the frequency with which each category in a RAID log needs to be considered.

Importance
Four categories (R,A,I,D) can generate many items. That is why in each category there should be a way to prioritize which the team, in fact, follows. This means that high priority issues or actions can be discussed in the status review meeting, whereas low priority items can be pursued by the project manager after the meeting, and as time permits.

Management Approach
Finally, the items in each of these categories require a different follow-up approach. For example: ‘Issues’ are problems. Small or large, they are discrepancies or disagreements which have taken place within the project and must be resolved. They may require conflict handling, negotiations or management involvement. On the other hand, ‘Risks’ are events which may or may not occur. Arriving at risk mitigation requires brainstorming alternative approaches, yes, but may never even have to be deployed.

For these reasons, think carefully about keeping one RAID log, or keeping separate Risk, Issue, Action and Dependency logs to be monitored at different times.

Social Media Compliance and Crisis Management

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Are you following the rules?

Organizations of all kinds are eager to share on social media, but overlooking the need to comply with federal and industry regulations can quickly land you in trouble. Figuring out what rules apply to you, and how to steer clear of trouble, can be tricky, which makes the below infographic, from ComplySocially.com, an important primer no matter your business:

Social Media Compliance infographic

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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]

– See more at: https://staging.management.org/blogs/crisis-management/2014/10/24/red-light-for-edmunds-ad-after-dealer-outcry/#sthash.WZ2l8qId.dpuf

Red Light for Edmunds Ad After Dealer Outcry

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Playing to one stakeholder group at the expense of another is risky business

This weeks dustup over new YouTube ads from car shopping site Edmunds.com, is a great example of the dangers of focusing too much on one audience while neglecting to consider another.

Edmunds has been pushing the idea of no-haggle car sales for a while now, and, in an extension of that effort, its latest video series poked fun at the wrangling over prices that’s so famously associated with picking up a new ride.

While customers seem to be enjoying the videos, Edmunds advertisers aren’t happy. AdAge spoke to Jeff Wyler, CEO of the Wyler Automotive Group, whose dealerships are paying Edmunds customers:

“For 41 years, the Jeff Wyler Automotive Family has been committed to practicing business at the highest levels of integrity,” he said. “Negotiating prices on cars has always been expected by the consumer and having it referred to as ‘haggling’ by a company that I am a customer of is insulting.”

The 15-store group, Mr. Frye said, was putting its 2015 ad budget together when the videos hit YouTube.

While we would have advised the dealers to make their point about the tone of the videos rather than the word haggling, which, let’s face it, is the term most people use, the point still stands that Edmunds ticked off one set of stakeholders while appealing to the other. The result? One day after the dealer outcry, Edmunds pulled the videos, issuing the following statement:

“Our digital videos illustrating the ‘Absurdity of Haggling’ missed the mark. Some of our partners were deeply insulted, expressing that our attempt at humor reinforced outdated stereotypes. That was obviously never our intent. It has created a distraction from our business of helping to make car shopping easier. We are terminating the videos and getting back to working with our dealer partners to improve the car buying process for car shoppers around the country.”

Playing to your stakeholders can win you attention and brand loyalty, but don’t pander to one group while throwing dirt on another. Not only did Edmunds lose money on these ads that have already been pulled from public view, but we’d bet advertisers will be keeping a close eye on the organization’s next moves for signs that they’re no longer as dedicated to supporting them as they claim to be.

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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]

– See more at: https://staging.management.org/blogs/crisis-management/2014/10/09/tesco-financial-scandal-leads-to-reputation-crisis/#sthash.A4gzSIgj.dpuf

What’s Coming – The Next Nine Weeks of the Fundraising Blog

October 29:

Six Goals For A Direct Mail Letter
by Jonathan Howard

…six key elements for every fundraising letter – standards to use to review and rewrite a draft appeal until it can’t be improved further.

November 5:

Remind Your Donors to Give Stocks and Mutual Funds
by John Elbare

Stocks and mutual funds make great charitable gifts…. Once donors learn about the tax advantages of donating stock, they often become consistent stock donors.

November 12:

Dear Millennial, Pick Up The Phone. Love, Your Boss. (Part I)
by K. Michael Johnson

I don’t love making phone calls … but it didn’t take me long to realize that the top performers in our line of work are good on the phone.

November 19:

Dear Millennial, Pick Up The Phone. Love, Your Boss. (Part II)
by K. Michael Johnson

Many Millennials don’t love talking on the phone … especially with people whose numbers aren’t already programmed into our phones … but phone skills are a must.

November 25:

Staff Involvement In Strategic Planning & Keeping in Touch With Donors
by Tony Poderis

Two short pieces from Tony: The first addressing whether staff should/must be involved in strategic planning, and the second discussing some common and some creative ways to stay in touch.

December 3:

Revisiting The Gift Table
by Hank Lewis

Of all the topics addressed by the contributors to this blog, this one, Gift Tables, which has had relatively little written about it, is one of the oldest and one of the most visited topics we’ve posted. This, then, is an updated version of a four-year-old posting.

December 10:

Special Events: Why A “Tasting” Is An Essential Part Of Event Planning
by Natalie Lewis

This is the first half of a two part posting on the elements of, and the absolute need for “Tastings” as part of planning for an event.

December 17:

Special Events: Why A “Tasting” Is An Essential Part Of Event Planning
by Natalie Lewis

Part Two of a posting on the elements of, and the absolute need for “Tastings” as part of planning for an event.

December 23:

“We’re A New Organization. Where Do We Find The Donors?”
by Tony Poderis

An all too common question, that usually arises far later in an organization’s forming process than it should have been asked.

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Have you seen
The Fundraising Series of ebooks.

They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
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If you would just like to offer your thoughts on this posting, and/or you would like to suggest topics you’d like us to address in future postings we encourage you to “Leave a Reply.”