Creativity and Analytics Designed to Deliver Results
IN THIS ISSUE
FIVE THINGS You're Doing Wrong With your Email
FEATURE ARTICLE "Managing During the Pandemic" by Jay Newkirk
7 TIPS YOU NEED
Networking with a Purpose
EMPOWERMENT
IS NOT TELLING, IT IS ASKING By Dr. Kreslyn Kelley-Ellis
OCTOBER 2020
A Publication of Face To Face Marketing, LLC
Marketing & Design
Contributors
Publisher
Vicki Morris
Dr. Kreslyn Kelley-Ellis Sharon Heinz | Accountant Certified Human Capital & Leadership Coach goal is to provide
“My
Editor
Dr. Kreslyn grew up in Huntsville,
exceptional customer service to AL,
Andrea Brandon
receiving
a
B.B.A
from
my clients whileUniversity. maintaining Faulkner Christian She went
the
on
high
to
receive
level
of
her
Master’s
community
Degree in Special Education from
involvement that I love.”
Contributors
Alabama
A&M
Doctorate
Vicki Morris
University
in
and
a
Education
Administration & Supervision from Sharon@profitwiseaccounting.biz Tennessee State University.
Jay Newkirk Kevin Pendergrass
Kevin Pendergrass
Pendergrass Promos Kevin
Pendergrass
various
Dr. Steven Carter
sales
forms
since
of
the
age
has
been
marketing of
17.
in and
Kevin,
along with his wife Bethany, owns Pendergrass
Dr. Kreslyn Kelly-Ellis
Promos,
a
local
promotional and marketing product company,
offering
over
1
million
items to choose from.
Maike Demaria Jayy Newkirk Photographer
Graphics Face To Face Marketing, LLC
Jay Newkirk is Vice President of Strategic Business Development for
Government
Solutions, Inc.
Energy
He also serves as
Chairman of the Board for the
Contact Us
City
of
Huntsville's
Energy
Huntsville Initiative.
Marketing & Design is a publication of Face To Face Marketing, LLC. We are located at 515 Sparkman Drive, HSV, AL 35816 We publish this magazine every month. We are always accepting ads for the next month's magazine, and content submissions.
Dr. Steven Carter Univ of Maryland Global Campus Harvard Senior Executive Fellow. Doctorate in Business. Expertise in strategy, innovation, business, and IT. Adjunct Professor of Business at UMGC.
Email us for more information at Hello@FaceToFace-Marketing.com
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DESIGN IS THE
AMBASSADOR OF YOUR BRAND. - Paul Rand
a Note Networking is a crucial component of every growth strategy during the life of a business. We’ve all gone to a networking event, found a few friends to congregate with, and at the end of the event, we leave and head back to the office. now all is not bad with this scenario. You did leave the office,
you
mingled
with
other
professionals and you may have been introduced to a couple of new people that are friends of your friends. So there are benefits to casually approaching the act of attending networking events. If you’re anything like me, the initial thought of networking and being social in a professional setting is a bit terrifying. I’m a high functioning introvert, but still very much an introvert. The thought of small talk, and thinking of something to talk about with people I didn’t really know well, makes my heart race! I had to recognize my fears and balance that with the benefits of a successful networking event
and
how
that
could
positively
impact the direction of my career. I chose to
fully
embrace
this
concept
of
This is why I chose NETWORKING as a prominent theme for this month’s issue of the magazine. I hope you will take time to dive
into
the
articles
that
focus
on
networking and see how you can add some of these techniques to your business mix!
intentional networking and decided to build my entire career around the power of networking.
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TABLE OF CONTENTS OCTOBER 2020 PAGE4 A Note from the Editor PAGE 8 Five Things You're Doing Wrong with Your Email By Kevin Pendergrass
PAGE 12 7 Tips to Networking with a Purpose By Face To Face Marketing
PAGE 20 FEATURE ARTICLE
Managing During the Pandemic By Jay Newkirk
PAGE 22 NETWORKING The Importance and Value for Business By Maike Demaria
PAGE 31 Meeting Dynamics: How to Conduct Meetings That Truly Generate Results By Dr. Steven D. Carter
PAGE 37 Empowerment Is not Telling. It is Asking Dr. Kresllyn Kelley-Ellis
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AN
ARTICLE
BY
KEVIN
PENDERGRASS
COMMUNICATION
PENDGERGRASS PROMOS
K. PENDERGRASS
1. CHECKING YOUR E-MAIL TOO MUCH. According to researchers from the University of British Columbia, checking your e-mail too much is
FUN FACT The average expected ROI is $42 for every $1 you spend on email
not good for you. While the words "too much" can be subjective, having specific times during the day (or specific limits as to how many times you check your e-mail within a day) is helpful. How often are you currently checking your e-mail? Do you have limits? Does your e-mail control you or do you control your e-mail?
marketing.
2. SDENING E_mAiLE WIHT BAD GRAMAR. Nothing screams "professional" like horrible grammar. Fortunately, most of this can be
Aha!
prevented if we only slow down when we are typing our e-mails. Sure, the occasional slip-up or mistake is going to happen. However, when the grammar and structure in your e-mail are consistently bad, it will strip you of all professionalism.
If you work in sales in any capacity, chances are you rely on e-mail more than just about any other form of communication. This reason alone should be enough to convince us of the importance of how we use it. In this article, I want to discuss five things you may be doing wrong when it comes to handling your email.
You. Your. You're. There. Their. They're. Grammar Matters. 3. EXCUSING BAD GRAMMAR. The only thing worse than bad grammar is excusing bad grammar. Does the following message sound familiar? "Please excuse any typos as I sent this message through my phone." I'm not judging or pointing fingers here, but think about what this message implies.
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Otl Aicher
First, it implies you are in a hurry. This doesn't give the impression you are in control of your day. Second, it implies you didn't have enough time to properly check and read over your e-mail (therefore, chances are you didn't check over their e-mail either). Third, it implies the recipient is not important enough for you to send them an e-mail when you have the proper time. If you are in that big of a hurry and you need to correspond with your client, then a phone call or text message would be the proper avenue of communication. 4. FAILING TO ANSWER ALL QUESTIONS. When you respond back to someone's e-mail and you fail to answer or acknowledge all of their questions, then you are communicating to that person that you don't pay attention to detail. Instead of communicating attentiveness and accuracy, you are communicating carelessness and neglect. Make sure you take the time to carefully read through your e-mails and acknowledge all questions before hitting that send button. 5. TREATING E-MAIL AS INSTANT COMMUNICATION. In business, your clients will either train you or you will train them. If you are sending e-mails as soon as you receive them, then you are setting yourself up for failure. In doing this, you are training your clients to take full advantage of you. While there are times when you can instantly respond, this shouldn't be the goal. If you are trying to get in touch with someone immediately, then pick up the phone and dial their number.
“Communication works for those who work at it. “. While there are many other mistakes that can be made with e-mail, these are five of the most common mistakes I have experienced and have also fallen victim to. Before you send your next e-mail, make sure you know what you are truly communicating. Not just in the words you type, but in the way you type them. Not just in the things you say; but how you say them. Now just in what your e-mail includes; but what it doesn't include. Are your e-mails communicating what you want them to?
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Successful business networking requires you to implore a variety of techniques. Networking in business is about creating trusting relationships and friendships with other professionals. It entails making connections not only with likely customers or clients, but also with other individuals who might refer business to you, or mention your name in some positive way to people they know. It also involves making contacts with people who provide information or training, and can be an excellent way of locating reputable vendors to hire for your own business.
7 Tips
TO NETWORKING WITH A PURPOSE
7 TIPS BUSINESS NETWORKING A
key
needs. who
part
help
promote tips
of
That’s
for
effective why
others events
by and
effective
1
networking
you’ll
find
referring other
that
is
helping
the
best
customers,
businesses
in
other
professionals
networkers
providing some
way.
are
often
testimonials, We
have
with
their
connectors or
helping
compiled
a
list
to of
7
networking.
SET A GOAL
It’s hard to get what you want out of your networking endeavors if you don’t start with a clear goal. Before attending meetings or events, take the time to determine what your goals are for the experience. For instance, you might want to make new connections, donate your time to the community, or simply learn about the latest developments in your business or industry. Having a goal in advance can help you plan for more successful networking connections and outcomes.
Marketing & Design Magazine
13
COMMUNICATE YOUR GOAL
2
We all need help now and again. If you want your networking efforts to be a success, you have to be bold enough to ask for assistance. Before attending that next meetup or event, make sure you can articulate what it is that you’re seeking. Then, when someone asks how they can help you, tell them the truth.
THE RIGHT 3 ATTEND NETWORKING EVENTS Networking in all the wrong places is the same as not networking at all. Don’t waste time and resources networking with professionals that can not aid you in your industry or line of work. Take time to research events and attend events at professional associations and societies related to your field. While any local business event can be helpful, a useful resource is usually your city’s chamber of commerce.
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7 TIPS
NETWORKING WITH A PURPOSE
4 5
UTILIZE CONVERSATIONAL ICEBREAKERS If you want to overcome initial awkwardness and make a good first impression, consider opening with an icebreaker. For example, start with a compliment. You might tell the person sitting next to you at an event that you like their shoes or tie. Similarly, asking a question gives contacts the chance to talk about themselves. Ask how they got into the field or what they think of a recent development affecting your industry.
KNOW YOUR BUSINESS
It’s not enough to provide your clients with a great product or service. If you can’t articulate what it is you do, then you can’t hope to convey that information at networking events. Whether your goal is to generate referrals or simply build your contact list for the future, you should take time to generate an elevator pitch that conveys what you do, for whom you do it, and why customers should choose you over your competition.
6
OFFER WAYS TO HELP
Whether you’re chatting at a chamber of commerce event or attending an informational meeting, it’s important to remember that networking is about give and take. If you’re always the person asking for favors, the relationship is unlikely to last. For best results, look for opportunities to help your networking contacts prosper in their own careers.
ALWAYS FOLLOW-UP
7
Making connections is only half the battle; you also have to take steps to keep the relationship going. Even if you aren’t currently job hunting, strive to reach out to your contacts a few times a year to follow up. You could forward a relevant article, invite them to a seminar or event, or even just send a friendly note during the holidays.
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20 OCTOBER
2020 | FACE TO FACE MAGAZINE
MANAGING DURING THE PANDEMIC
JAY NEWKIRK BUSINESS CONSULTING
www.jaynewkirk.com
I had an 'aha' moment the other day when I was trying to get some things done while at my desk in my home office. I honestly didn’t feel like working and just couldn’t focus. In addition, I had a few honey-do’s and some errands I needed to run, so I just walked away from working— even though I had a lot of business activity that needed attention. I know that this is a frequent occurrence for many of us who are working, but the thought hit me that all of us are now in a new work-norm and business leaders need to step back a little and assess what we need to do to make sure we stay on track customer-wise and contract-deliverable-wise. The previous working-environment-norm was that we were physically working together and seeing our colleagues and employees regularly. In a way, we were motivated to stay focused and get our work done because we were visible.
21
Managing during the Pandemic Given the distractions and challenges of working from home, we all almost need to adopt a self-starter mentality. In the case of business contract work, the project managers and eadership team members have to rethink how we make sure our teams and our employees are staying focused and getting their work done and do so in such a way that we don’t become micromanagers! So, as leaders how do we accomplish this? As I began thinking this through, I realized that if I’m going to be an effective counselor and valuable advisor, I needed to figure this out and address it during every engagement with clients and during any workshops or seminars I’m delivering.
So here are my thoughts: Investigate your state’s nonexempt employee delivery hours reporting requirements. Create a spreadsheet-map connecting any contract delivery requirements to certain employees and include a time-activation column so you remember to regularly contact those employees regarding their contract deliverable status. Use the human element strategy! Engage in encouraging phone calls or Skype interchanges from time to time with your employees. If you are employing an agile management strategy, make sure your virtual standup sprints are held every morning and take advantage of this approach to take note of how on-track deliverables and contract requirements are progressing. Given the employee and colleague separation environments, hold more frequent all-hands motivational virtual gatherings focused on how everyone is doing and recognize individuals who are handling this new work environment exceptionally well.
What’s working for you? What challenges are you facing?
IMPORTANCE AND VALUE FOR BUSINESS
Everyone is talking about networking. What does that really mean and why is it so important?
Other people help you keeping an open mind and inspire you to advance your business
No matter what you do in your business – you depend on other people. It may be as partners, clients, supporters, and other constituents.
Increase your, networking gives you the opportunity to contact diverse individuals and professionals. You are developing connections.
As an Entrepreneur you need to connect with other people. Here are some reasons why you need to network and give back:
Get motivated by business professionals in a similar situation and learn how you can support each other
Marketing & Design Magazine
22
BY MAIKE DEMARIA HR Business Advisor Rocket City HR Consulting
THE CURRENCY
OF REAL
NETWORKING
IS NOT
GREED BUT
GENEROSITY.
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Learn to be aware of the community around you – the community might offer opportunities you have not known about prior to connecting with others. Listening to the needs of others and matching it with your skills will increase your opportunities Generate referrals – while talking to other professionals they start knowing about you, your business, skills and will support with generating referrals
Where & How Should you Network?
The opportunities of networking are limitless. As an individual you are networking in your private environment, church, friends, or in your neighborhood.
Social gatherings and events of all kinds give you the opportunity to talk to others and widen your audience. Participate in professional meetings and trainings to exchange in dialogues with other business owners and professionals. Be part of the community – giving back is very important. Find a cause close to your heart and support it, be active, show that you care and want to support others. Also, our community wants you to participate and make a difference. Volunteerism is networking for a higher purpose. It is important to consider networking communication recommendations: Listening to others is one of the most important factors. Explore what others think and do. Networking is about building lasting relationships. Explore the other individuals’ specific interest and niche. What do you have in common with the other individual? It is not about you; it is about the other person and how you can connect. Remember what you talk about with the other person, remember their name and special details about them. When meeting others a second and third time reconnect let them know that you listened to them. Networking is an ongoing conversation and it is positive – join a group when you are at a meeting, introduce yourself and ask questions. As we said before when you start networking it is not about you, it is about what you can do for others, explore their interest, and then connect.
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23
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Networking is an ongoing “event” no matter where you are - you network. Make
it
a
regular
activity.
As
mentioned before, the significance in the communication with others is listening, remembering facts, and be prepared when you go to events and
Protect your Identity
When Networking Online
With Covid-19 affecting how we do business, face to
professional/social gatherings.
face networking isn’t as easy as it used to be! As well, Prepared means to keep an open
a mask and six feet of separation definitely poses
mind,
too
challenges for getting to know people better. Many
aggressive, take notes, and do not just
entrepreneurs are turning to online networking
give out your business card. Be ready
platforms to conduct “one-on-one / one-to-many”
to ask a lot of questions, be honestly
meetings via Zoom, Skype, or Teams. They are also
interested
expanding their virtual “footprint” through blogs,
mingle,
in
do
other
not
be
professional
Pinterest pins, Instagram photos, and Facebook /
opinions and ideas.
LinkedIn pages and groups. Technology is definitely a Follow up after you meet someone,
game changer in getting your message out, but you
write a personal note, connect on
need to be careful of how the messages are shared
LinkedIn (add a note when you
and controlled.
connect), keep in touch. Let’s look at two major risks that entrepreneurs take Networking never stops it is an
when networking via technology platforms, both of
ongoing process
which can ruin your reputation and potentially kill your business. The first risk that entrepreneurs take is in trying to build their social network too quickly. Facebook has a 5,000 friend limit, but that doesn’t mean send out
Rocket City HR Consulting www.rocketcityhr.com
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5,000 friend requests your first week (in fact,
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Facebook has guards in place to limit how much you can do on a daily basis – you may get flagged as a “bot”). As well, do you get random friend requests from someone that only has “1 mutual friend”? That’s usually a sign of a fake online account. The fake account wants to “harvest” your friend list so they can create a fake account of you and make crude posts or send sales links that look like they’re coming from you. A rule of thumb I use – if they have less than 10 mutual friends, I check out their profile thoroughly before accepting. Did you know you can hide your friends list? Facebook and other platforms allow you to keep that private (and useless to hackers). The second risk that entrepreneurs often take is in assuming their friends on social media have the same views on life that they do. The trifecta of taboo topics at the dinner table used to be “politics, religion, and football”. In 2020, it’s been replaced by “politics, religion, and Covid-19”, because let’s face it – we’re just happy seeing any team playing football right now! According to Adweek.com, in 2011, the average Facebook user didn’t personally know at least 1 in 5 of the people listed as friends, and for entrepreneurs trying to expand their network, that average is likely much higher. Not all of your prospective clients will have the same political and religious viewpoints,
so
don’t
let
your
first
impression be unintentionally offensive. As well, keep in mind that your entrepreneurial competition is often a mutual friend with your contacts. Protecting
your
identity
and
your
reputation can be a challenge online. However, with some cautionary steps, you can grow and promote your business like a Pro!
Christopher Grounds, Ph.D., CIPA, is a Certified Identity Protection Advisor with the Identity Management Institute, and is the co-owner of Benefits4Success with Joni Grounds, whose mission is to grow and protect individuals and small businesses. He can be reached at chris@benefits4success.com .
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BUSINESS
MEETING DYNAMICS
HOW TO CONDUCT MEETINGS THAT TRULY GENERATE RESULTS
By Dr. Steven D. Carter
CEOs, entrepreneurs, organizational leaders lead organizations or institutes by exercising effective management and leadership tactics. Conducting an effective meeting is also a good management tactic, and it is in the best interest of management to achieve organizational effectiveness. Some critical components must be kept in mind when conducting a business meeting. For instance, the main components for consideration are:
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31 20
Purpose — what are we trying to achieve, timeline, People — achieve for who, who should be involved, who is impacted Preparation — set a focus, agenda, meeting leader, time, set meeting norms and rules Follow-up — were objectives met, evaluation, and make adjustments as the situation demands The first step is to establish a clear objective or purpose of the meeting. The
A company is known by the company it keeps ~ Will Rogers
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MEETING DYNAMICS
DR. STEVEN D. CARTER
Another
result
bearing
technique
when
conducting an effective meeting is to stick to the schedule.
For
instance,
by
keeping
the
participants’ role in mind, an appropriate timeline should be set. Typically, in an organization, participants of the meeting are baby boomers, millennials, Generation Xx, and navigating their roles and time limitation is useful in making an appropriate
schedule.
Managers
must
understand that “an effective meeting is to strive for consistency. Meeting participants should know in advance what to expect, and when, for meeting host must think about what he wants to
the most productive work meetings,� says Jessica
achieve or derive. The meeting outcomes or
Poliner, Vice President and General Manager of
rests should be anticipated initially, as it sets
Thermo King. One method to meet expectations
the tone for both leaders and people who have
is putting the agenda on the dashboard, screen,
to participate. Apart from it, communicating the
or white board so that the timeline is aware.
purpose of the meeting with stakeholders is crucial to building interest and enhancing assertiveness. Motivating people to participate
An effective meeting can be justified if the team leader avoids making
in the meeting is a key tactics.
different participants hostages. When planning a meeting, keep in mind some key considerations. Determine who needs to be in the meeting Identify inputs required for the meeting Select the appropriate attendees Expect relevant questions and prepare appropriate responses
Typically, in meetings, one person can take control by continually speaking to leaders and all other stakeholders. The meeting leader should be an experienced baby Boomer to realize the situation and get him out. The intent is to provide opportunities for others to optimize their inputs.
Design the meeting, according to the audience, especially in multi-generational organizations
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The effectiveness of the meeting can be achieved if the meeting starts and ends on time. Time management is key in a multigenerational workforce in to understand it in the best interest of the meeting. The purpose of practicing time management is to keep participants engaged. Time is valuable and meeting chair must balance time with output timelines. In fact, Erick Ocasio suggests the meeting host do an inventory of the cost associated with the meeting. The time value cost is often overlooked. Trimming the fat on meetings is key to not wasting time and resources.
Balancing the Use of Technology It is a fact that people, particularly millennials and centennials in corporations, leverage mobile phones or other technological devices to accomplish their work using platforms such Workday, Zoom, Microsoft Teams, etc., The remote working environment and new technologies has become a part of their work and personal lives. Nevertheless, in the meeting, limiting the use of these technologies is the right approach instead of simply prohibiting. For instance, somehow, in this contemporary era, people need these devices in meetings to intensify the distinctness of different inputs such as business intelligence data and creatively apply inputs. On the other hand, it is against the meeting norm that the participant is nursing their mobile phone, shifting focus from the main agenda or objective.
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Preparing the Meeting is Always Important Before the meeting, preparation is also significant. One of the critical aspects of the preparation is the agenda. The effectiveness of the meeting is based on the adequate preparation of the agenda. Setting a topic list, giving presentation responsibilities, and devoted time for each agenda item are crucial aspects of making the meeting useful and resulting oriented. An improbable meeting agenda can be crafted by Asking participants for suggestions or recommendations Summarizing
agenda
requests
before
conducting the meeting Becoming realistic in different situations, as some adjustments are to be made to make it happen
Establishing Meetings Norms Establishing the meeting norms is one of the critical parts, as it can lead to effectiveness. Millennial and Centennial meeting participants are being groomed to appreciate the value of meeting to ensure organizational success. For example, a best practice is setting phones to vibrate or silent during meetings. Furthermore, a democratic culture is developed in meetings, despite
having
experience,
young
professionals must be allowed to present their ideas
and
thoughts.
More
importantly,
meeting participants should ask questions for clarity. Questions are critical meeting norms. Only
constructive
criticism
should
be
permitted in meetings. A key factor in creating an environment to foster effective
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Parliamentary Procedure Many organizations incorporate a special set of rules that afford the minority and the majority equal opportunity to offer input, vote, and bring up issues. The method is commonly known as parliamentary procedure. Parliamentary procedure exists to facilitate the transaction of business and to promote cooperation, harmony, and good order. All members have equal rights, privileges, and obligations. One of the chairperson’s main responsibilities is to use the authority of the chair to ensure that all participants in the meeting are treated equally. Roberts Rules is the reference manual most commonly used. A parliamentarian or someone knowledgeable of proper parliamentary procedures should assist the chair to ensure fairness to all and partiality to no
meetings is no discussion will be facilitated beyond the agenda.
one.
The meeting minutes should be prepared. Minutes serve as an official record of what happened during the meeting — not a transcript of participant statements. An effective meeting can be justified if the note taker writes what is being observed in the meeting. The meeting should be evaluated through a summary or minutes, and it is also a vital norm for archive and retrieval.
Conducting an effective meeting is always associated with some challenges and hurdles. Yet, adopting meeting best practices, focusing on the agenda and norms, organizational goals and objectives
Consequently, the meeting minutes should be sent to participants within 24 hours for feedback. However, it is more effective to provide the minutes or summary on the same day for efficiency, depending on the nature of the business, work, or role of stakeholders. The management has to be consistent with different meeting norms or habits. Nonetheless, due to changing or evolving trends, these norms or conventions can be changed over time.
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35
can be obtained. Leaders and participants can become contributors to effective meetings by involving the right people, proper preparation, and establishing meeting norms.
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EMPOWERMENT
IS NOT TELLING. IT IS ASKING
DR. KRESLYN KELLEY-ELLIS
CERTIFIED HUMAN CAPITAL AND LEADERSHIP COACH
W WW WW W .. D DR RK KR RE ES SL LY YN N .. C CO OM M
I remember receiving the acceptance letter.
Give a man a fish
Only teaching two years, the selection committee of the new administrators’ academy gave me the opportunity to join my colleagues from all over the district. We all aspired to one day become administrators. I was so excited. I already knew what my first question to be: “How do I empower others?” As an educator and community servant, I had a plenty experience helping and motivating people, but the
and he will eat for a day; teach him to fish and he will eat for a lifetime.
heartache came when they could not maintain the lessons and resources given them. There is a saying attributed to Confucius:
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"Give a man a fish and he will eat for a day teach him to fish and he will eat for a lifetime.” In service, that has always been my aim, but there was still an issue; how to move people from knowing what you have taught them to doing what you have taught them. That is where empowerment becomes relevant. I would always feel deflated after motivating people to action, but once I left all work ceased. Therefore, I set out on the mission to empower people to close the gap between knowing and doing, for knowledge is not power if behavior does not change. This has not been a simple journey, but for those of you tired of the endless cycle of motivation with your children, youth groups, employees, teams, and organizations, here are a few lessons I have learned about empowering others.
My lessons as a coach, consultant, and community servant: 1) I only have control over myself and I cannot make or coerce people to do what I want them to do in a way that is lasting and impactful. 2) People are smarter, more talented, and motivated than we give them credit for. The key is sometimes as simple as asking; “What do you want?” 3) People will not do what you want when they leave your presence. They will do what they want to do. 4) Show high levels of interest by asking thought-provoking questions. This may cause them to dig deep and find clarity in their desires and help build the momentum they need to move from knowing to doing. 5) Ask the questions; “What is your plan?” and “How can I be of service?” Then be of service. 6)
Tell people how worthy and equipped they are to realize their goals and dreams, while
emphasizing integrity as a necessary behavior to maintain them. 7)
Trust and release them to do what they said they wanted and would do. Give them back their
power.
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