Success monthly jan 2014

Success Foundation Pakistan

This Mystery Of Life Is No Mystery; It Can Pick You Up And Put You Down In A Blink Of An Eye Having No Control Over Your Fate. Be Prepared And Ready For Tomorrow.

Control What You Can.

Our mission is for SUCCESS to become the foremost trusted source for personal achievement

At SUCCESS we believe that true personal success is not solely financial accumulation.

Creating financial freedom and abundance for your family is an aspect of success, but not the whole story. SUCCESS will bring you rarely discovered strategies and tactics to increasing your wealth, as well as guidance in how to be a leader in business, develop more passionate and loving relationships, revitalize your health and vitality and help you make a difference in the world. We hope you enjoy SUCCESS as much as we enjoy creating it.

Our mission is to help you be a success! www.successfoundationpakistan.com

CONTENTS SUCCESS TEAM

COVER STORY PG-21

Sir Anwar Pervez Better than the Best

10 ISLAM

Editor-In-Chief Rubina Rasheed

12 Editor Choice

Executive Editor S. Arshad Raza Assistant Editors Ruhina Sheikh Nargis Arshad Art & Design Manager S. Muhammad Raza Moni

Service to Mankind

How to Improve Your Strengths Turn Your Weaknesses into Strengths pg-20

21 Legend

28 Top Organization

30 Development

Marketing & Sales Fatima Abdul Rasheed Business Development Aaliya Rasheed Salma Mirza Feroza Sultan Photography Taha Legal Advisor Advocate Taseer Ahmed & Co Head Office: C-6, Noman Grand City, Block 17, Gulistan e Johar, Karachi.

Phone: 021-3-4621104 Cell: 0345 2962972 0345 3361776 E-mail: successfoundation786@gmail.com info@successfoundationpakistan.com Web: www.successfoundationpakistan.com

Sir Adamjee Haji Dawood

38 Strategy

40 Team Managment 42 Stress Management

12 Strategies for

Playing To Win How Strategy Really Works

33 Top Gurus

The Questions You Must Ask to Make 2014 a Great Year By Craig Ballantyne

Unleash Your Super Brain!

Team-Building Exercises

Best New Year's Resolution?

A 'Stop Doing' List By Jim Collins

Controlling Aggression

Do The Impossible By Brian Tracy

46 Sales

48 Busniess

Editorial Make 2014 Your Best Sales Year Ever

5 Vital Signs to Improve Your Business

50 Dare to Dream

56 Behavior

12 Exceptional Pakistani Women

58 Brands

66 Giving Back

00 Building Customer Loyalty

The Citizen Foundation 00 2014 Horoscope

75

Horoscopes How to Guide Fashion Trends Technology Cooking Books

Yoga

Surya Namaskar

71 72 73 74 76 80

Today, I d like to talk about the most important skills we need to be successful in life. I hope that what I m about to say will be helpful to you.

I ve identified about a dozen skills I believe are important to a successful life. Of these, three are fundamental: thinking well, speaking well, and writing well.

Thinking well means having the capacity to reason. It means being able to assess, analyze, and solve problems. It means being able to create and follow a trend of thought. It means being able to recognize good ideas from bad ones. It means understanding logic.

Having the ability to think well gives a person a great competitive advantage. Thinking well is the basis for all of the other important social skills as you will soon see. Thinking well is a skill. Intelligence is a natural capacity. The world is full of intelligent people who have never learned how to think well. Thinking well, like any other skill, can be learned. If it can be learned, it can be taught. And that teaching will fall primarily on your shoulders. There are ways you can teach your children to think well.

The most important is probably through thoughtful conversation.

Taking the time to walk your children through problems and obstacles is invaluable. Asking them questions and questioning their answers is also important. And finally, it is important to encourage them to have their own ideas.The second most important is probably through a good formal education aslo. A good formal education, in my view, is one that emphasizes the liberal arts: literature, language, history, and the arts.

Speaking Well is the second most important social skill. As with thinking well, we need to make a distinction here.However good your grammar and diction may be, you can t speak well if have trouble saying what you mean. To become a good speaker, you must practice the skill of speaking concisely. And you must also develop the habit of saying things that are worth saying.

It is amazing to me how many college-educated people I meet who can t speak well. They are the people who have good ideas but cannot express them. When trying to express even a modestly complicated thought, they hem and haw and pepper their phrases with expressions like you know and it was like and so on.

How do you teach your children to speak well?Again, the most important way is by speaking well yourself. A child s first and most frequent exposure to the skill of speaking is with his parents. Small children absorb the intricacies of language like sponges. If you want your children to have this second most valuable social skill, then speak thoughtfully when you speak to them and expect them to do the same with you.

The third most important social skill is writing well. Writing may seem to have become less important in the age of instant messaging, but writing short communications is still writing. And as your child enters into the world of work, writing well will become an increasingly valuable skill. Having the ability to express him or herself well in memos, business letters, proposals, personal notes, and so on is a very powerful skill. Writing well is dependent on speaking well, and speaking well is dependent on thinking well. So if you educate your children to think and speak well, it will be quite easy to teach them to become good writers. Thinking, speaking, and writing well are the three most important social skills. If your children learn these, they will be set for life. They will have the ability to analyze problems, find solutions for them, and thus be seen as problem solvers. They will be able to stand out in any social group (at work or outside of work) by their abilities to express good ideas concisely and clearly.

Plus, if they acquire good manners, they won t have to pay the cost of treating other people badly.

Our mission is to help you be a success!

Rubina Rasheed

10 Humanity in Islam

Ser vice to Mankind is Ser vice to God W e cannot despair of humanity, since we ourselves are human beings. - Albert Einstein.

Man is born with a heart of compassion which reacts in accordance to the feelings of fellow humans. Compassion, love, affection and care are the innate qualities which make a human.

These qualities define man. The development or suppression of these qualities entirely depends on man himself. From time to time, philosophers and religious scholars have tried to encourage people to increase these innate qualities in themselves.

Humanity is one such aspect which has been stressed upon in all parts of the world. "Service to Mankind is service to God" is the proverb highly prevalent all over the world. Serving and treating fellow human beings with courtesy and kindness is an essential part of a good moral conduct. All world religions share and support this concept.

Humanity is what you say to someone when

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you think no one's watching. It's what you do when you are all by yourself. Humanity is what you feel when you watch another person suffering and decide to either do nothing or do something. Humanity is the ability to reach out and hug someone. Humanity is being grateful for your family, your friends, and your ability to do something in this world to your society.

Humanity is the ability to trust, the ability to connect, the ability to touch. To be human means we can move, create, love, share and laugh. One example to inculcate the ability to serve mankind in humans is about the "Good Samaritan" who has helped a sick man and did not even care to reveal his identity to the people.

IslamĂŠhas put much emphasis on serving humans, but providing merely food and shelter to fellow humans cannot be considered as a service to Allah (SWT) on the whole. It is

inappropriate to think that we are serving mankind as a whole by simply spending a huge amount in charity.

Service to Allah (SWT) is being obedient to Him in a way that He expects humans to be.

The first stage of this obedience is our acceptance of Tawhid. Once we give our acceptance of the oneness of Allah (SWT), we are expected to obey Him in a way that He has prescribed to us. This is the stage where man fulfills all the mandatory acts like prayers, charity, pilgrimage etc. It is the stage where man develops the bondage between himself and Allah (SWT) directly.

The third stage is serving the family and relations: fulfilling the rights of his dependents and of people closely related to him. Here again, man attains further closeness to Allah (SWT) through his family, by pleasing them.

Then comes the fourth stage, which is about service to human beings. Man attains closeness

to Allah (SWT) by serving his fellow beings.

But the main question is, in what way should the fellow beings be served, so that the service could be termed as service to Allah (SWT) as a whole? Definitely, mere provision of food and shelter does not fulfill the purpose. There has to be an additional form of service. Every Muslim is expected to render his duties towards the society in which he lives. The actual service to human beings lies in treating them as humans first. We need to help our fellow human beings in nurturing and growing their innate qualities which define them as humans. Man is different from all the creatures of both the worlds and so are his duties and responsibilities towards his Creator. Surely, service to this special creature has to be by helping him understand and render his responsibilities towards his Creator.

Man is born with the innate ability of learning and understanding. He is capable of multiplying his knowledge through understanding and analyzing what he has learnt. Man is not preprogrammed to obey and pray to Allah (SWT).

He does so by his own free will. This makes him different from the rest of creatures, and therefore heaven and hell are made to reward and punish him accordingly. The method of serving man is by grooming and molding him in accordance to the tenets of Islam. This helps man to distinguish himself and highlight his superiority towards other creatures. Education and awareness are the two methods that can be implemented to help man understand himself.

We find in Islamic history the best examples of love and compassion for fellow human beings. Sometimes we find the Prophet of Islam (peace be upon him and his progeny) serving the needy and weak; sometimes we see Imam Ali (peace be upon him) sitting with the sick and the poor, attending to their needs affectionately; and sometimes we see other members from our holyĂŠAhlul Bayt (peace be upon them)ĂŠgiving the same service to needy ones. Islam has laid great stress on helping the poor and needy ones. But we know that man's needs are not confined to just material aspects of life; rather, he seeks to fulfill higher needs as well, like guidance and seeking knowledge.

Hence we find that along with material needs, the Holy Prophet and Ahlul Bayt have quenched humanity's spiritual thirst as well.

Man is a creature who always longs for company, love and compassion.

Imam Ja'far as-Sadiq (peace be upon him)ĂŠserved mankind by educating the people, he had more than 6,000 students studying under him from all over the world. They did not just learn about Islam, but were taught various subjects including mathematics, astronomy and science. This eventually terminated the Dark Age in Europe.

We can fulfill our responsibility of serving mankind by educating the people, laying more emphasis on Islamic education, arranging educational and awareness campaigns about Islam, helping the people - especially the youth

- understand the true meaning behind the message brought by Holy Prophet and protected

by Ahlul Bayt, even at the cost of their lives.

We must encourage them to spread this knowledge among fellow beings.

guides the Muslims to discharge their duties towards all sections of society. We should display kindness to everyone whether they are kind to us or not. In this way by following this teaching we can create peace, love and harmony

A Muslim's responsibility does not end just here. It is our duty to act as true representatives of Islam and behave in accordance to the Islamic tenets. We are expected to treat our fellow beings with love and honesty, to respect them and always be available to them whenever they are in need, whatever may be the kind of their need.

Some uninformed people object that, "If Islam is a true religion of God, then why doesn't it help mankind and promote peace and love?"

Islam states that service to humanity is a part of faith. Muslims should be actively engaged in social welfare and educational needs, not only for fellow Muslims, but also for all the communities where they reside.

You are the best community that has been raised for mankind. You enjoin good and forbid evil and you believe in Allah. [Aal-e-Imran, 3:110] In this verse, Muslims have been enjoined by Allah (SWT) to serve mankind and promote goodness. If they fail to achieve this, then they can not state that they are the "best community".

After all, a faith which is insensitive to the suffering of other human beings and is not inclined to serve the cause of humanity cannot be described as a good faith. But Islam teaches that Muslims must be always ready to serve mankind and have love and kindness for all of God's creation.And serve Allah and do not associate any thing with Him and be good to the parents and to the near of kin and the orphans and the needy and the neighbor of (your) kin and the alien neighbor, and the companion in a journey and the wayfarer and those whom your right hands possess; surely Allah does not love him who is proud, boastful; [An-Nisa, 4:36] In this verse, Allah (SWT) very beautifully

in the society.

Noble Qur'an expressly declares that the human race is one family. All of us are the children of Adam and Eve, whether our skin is white or black. At various places it says: "All human beings are a single nation" (2:213). "All human beings are naught but a single nation and yet they disagree" (10:19). "And verily this your nation (human beings) is a single nation" (21:92) and (23:52).

Holy Prophet Muhammad, peace be upon him and his progeny, emphasized love, sympathy and kindness towards all mankind, he said "Whosoever is not thankful to the people, then he is not thankful to Allah." (At-Tirmidhi) In another beautiful saying, Holy Prophet has said: "None of you truly believes until he loves for his brother what he loves for himself."

(Bukhari) Furthermore, Holy Prophet Muhammad, peace be upon him and his progeny, emphasized love and kindness for all of God's creation, he said "A Muslim who plants a tree or sows a field, from which man, birds and animals can eat, is committing an act of charity." (Muslim) Kind treatment to Allah's creatures is very much liked by Allah (SWT). Even animals and birds are included in this category. Kind treatment with them makes a person eligible to the Mercy of Allah (SWT). When asked by the Muslims to curse the infidels (as reported in Sahih Muslim), Holy Prophet Muhammad, peace be upon him and his progeny, replied: "I have not been sent to curse people, but as a mercy to all mankind."The things that will destroy us are: politics without principle; pleasure without conscience; wealth without work; knowledge without character; business without morality; science without humanity; and worship without sacrifice.

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How to Improve

12 Editor Choice

Your Strengths

"A person can perform only from strength," wrote Peter Drucker. "One cannot build performance on weaknesses." Yet improving one's strengths is less straightforward than fixing one's weaknesses. Doing more of what you already do well will only lead to incremental improvement. A better approach is to improve skills that complement that core strength. How do you identify those skills? John H. Zenger, Joseph Folkman, and Scott K. Edinger studied 250,000 360-degree surveys of 30,000 leaders to identify skill combinations that result in higher performance. In this article we'll look at seven core strengths and their complementary skill sets.

Self Improvement Rate yourself on Key Performance Attributes www.successfoundationpakistan.com

In sports, cross-training creates an interaction effect – two activities combine to produce an improvement in performance greater than either activity could have produced on its own. This approach to leadership development is similar. Take the core strength "driving for results." As you examine the list of complementary skills, you'll see some things you already do well and some that need improvement. Upgrade your overall ability by focusing on the latter.

Each of us is equipped with a number of talents and abilities. However, it's not what you have under the hood that counts, but rather what you do with what you have that is important and that determines your level of self-fulfillment.

Are you using your unique talents to the best of your abilities? When you were born, you were crying and everyone around you was smiling. Are you living your life so that when you die, you're the one who is smiling and everyone around you is crying? To help in that journey of self-discovery, take the

following quiz and find out where you stand. Then determine which of your assets to emphasize and which of your liabilities you need to improve.

Setting priorities: Do you know what and who are the priorities in your life?

Have you developed a personal mission statement, complete with written goals and objectives that you use to guide your daily decision-making process?

1-Have no idea what you're talking about.

2-Have thought about writing a personal mission statement.

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3-Have written one but seldom do I refer to it.

Can produce a written mission statement that guides my daily decisions.

Time management: Organization is not checking off some trivial "to-do" list but rather creating time to achieve those elements of your life - professional, family, social, health, intellectual and emotional - that bring the greatest return.

Are you organized to get done those things that are important or do you end up each day, each week, each month wondering where the time has gone and

How to Improve Your Strengths

Drives For Results

How to Improve Your Strengths

Displays High Integruty and Honesty

What about a broad but essential core strength like integrity? While at first it might seem tough to just "be more honest," (assuming you already think of yourself as honest) the cross-training approach provides a practical path forward. For instance, if you're an honest person who lacks assertiveness, you may not have the necessary influence over others' behavior.

promising yourself that you're serious about doing it, whatever "it" is?

1-Don't even make a grocery list.

2-Check off a to-do list but it just contains my daily chores.

3-Do a pretty good job of making room for those elements in my life, but I've gotta run now or I'll be late for the gym.

4-The balance in my life would make a tightrope walker jealous.

Hard work:The best players are outworking -- and outthinking -- their competition. Never rest and never tire from pursuing your objectives. One of

the best coaches of all time, Vince Lombardi, said, "The harder you work, the harder it is to surrender." Do you give it your all?

1-I'm waving the white flag right now.ĂŠ 2-I know the value of breaking a sweat but would rather watch somebody else do it.

3-I break a sweat, but don't always have to shower.

4-I could play for Vince.

Self-improvement:Do you constantly look for ways to improve yourself in all of the major aspects of your life -

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professional, physical, emotional, intellectual, and spiritual?

1-I'm as good as it gets baby.

2-I'm always running out of time to selfimprove.

3-I do some things to improve myself, but it's not a top priority. It's nice to have not a must-have.

4-It's part of my daily routine.

Passion: Do you really enjoy all aspects of your life? Do you have the dream job, the dream body, the dream mind, and so on and so on? For as Jack Nicklaus, whose name is synonymous with golfing,

How to Improve Your Strengths

Innovates

Similarly, an innovative person who wants to be even more innovative should choose a complementary skill to work on, rather than just doing even more of what they're already doing. Solicit feedback from your manager and your peers about which complementary skill you should focus on; people are notoriously bad at evaluating their own strengths. said, "It's difficult to excel at something you don't truly enjoy."

1-I hate golf, always did and always will.

2-Jack's right. I want to get excited about my life, but I'm not right now.ĂŠ 3-It feels good, so I'm doing it. But the earth hasn't moved yet.

4-Just had a hole-in-one!

Happiness: In a related vein, you don't seek happiness - you create it. Happiness lies for those who cry, those who hurt, those who have searched, and those who have tried, for only they can appreciate

the importance of people who have touched their lives. Happiness is wanting what you have, not having what you want. Where do you stand on happiness scale?

1-Still looking for happiness in all the wrong places.

2-Got the plans but haven't started building.

3-Building the house of my dreams.

4-Living in the house of my dreams.

Attitude: It's not the load that breaks you down, it's the way you carry it. One day, a donkey fell into an old abandoned

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well. An old farmer, passing by, said, "The old well is abandoned and the donkey isn't worth trying to save," so he started to shovel dirt into the well to bury the donkey alive. After the first shovel full of dirt came down on the donkey, the beast of burden realized something: every time dirt landed on his back, he could shake it off and step up.

The farmer kept shoveling and the donkey kept shaking it off and stepping up. This went on for some time, with the donkey shaking it off and stepping up, shaking it off and stepping up. And

How to Improve Your Strengths

Communicates Powerfully and Prolifically

When choosing an area to develop, make sure it's something that's important to the organization and that you'll enjoy working on. If you're exhausted, rather than energized, by the prospect of tackling a certain skill, just look for a different one to focus on. Otherwise, you're setting yourself up to fail. it wasn't long before he stepped out of the well exhausted but triumphant. No matter how difficult the situation, no matter how bad things get, no matter how much dirt gets dumped on you, how well do shake it off and step up?

1-I'm covered up with all of life's troubles.

2-I've got to get moving.

3-I'm stepping on up.

4-I'm out my hole and charging ahead.

Dream:Most of the events in life had their origins in a dream. Somebody dreaming of a bigger, better or brighter future. "If you can dream it, you can do

it," said Walt Disney, who made a future out of bringing dreams to life. Do you, like Walt, dream of a brighter tomorrow?

1-I woke up screaming from a nightmare.

2-I can't remember my dreams.

3-I dream, but only in black and white.

4-I dream in living color.

Empathy:People don't care how much you know until they know h/w much you care. Can you put yourself in other people's shoes? Do you try and understand how they are feeling?

1-I wouldn't be caught dead in anybody else's shoes.

2-I looked but their shoes don't match

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my outfit.

3-I tried, but got blisters on my feet so 4-I put a pebble in them and walked another mile.

Communication:Are you good at connecting with other people? Do you listen twice as much as you speak? Do you fully engage others with the idea of finding out what's really on their mind?

1-What did you say?

2-I spend more time talking than listening.

3-I'm learning the art of communication.

4-I seek first to understand, then to be understood.

z

How to Improve Your Strengths

Solves Problems and Analyzes Issues

Unsure how to get started developing your chosen skill? Ask colleagues with abilities you admire for advice. Most people are flattered to be asked and enjoy sharing their wisdom.

Flexibility:The strongest tree of the forest is not the one that is protected from the storm and hidden from the sun.

It's the one that stands in the open where it is compelled to struggle for its existence against the winds and rains and the scorching sun. Despite our own personal struggles, are you strong enough to bend?

1-I'm sawdust.

2-I'm an acorn.

3-I've survived some severe weather.

4-I'm strong enough to bend and can weather any storm.

Affability:All things being equal, people

like to do business with people they like.

All things being unequal, people still like to do business with people they like.

Are you easy to get along with? Do people enjoy your company?

1-Hey pal. I don't have time for all this psycho mumbo jumbo.

2-I was wondering why I always was a day late and a dollar short.

3-Guess I could do a little better business.

4-I'm fighting off the customers. Take a number please.

Creativity:Are you able to think outside of the box? To look at issues and problems from a fresh and unique

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perspective?

1-Is there life after the box?

2-I'm a prairie dog. I pop up and look around once in a while, but the box is cozy.

3-I get out from time to time but I always keep the box in sight.

4-I've been out of the box for so long that I couldn't tell you what it looked like.

Persistence:A first-time novelist sends out his manuscript and gets 121 rejections. Sending it out one more time, Robert M. Pirsig gets his first "yes", and Zen and the Art of Motorcycle

How to Improve Your Strengths

Inspires and Motivates Other High Performance

You should start to see improvement in as little as one or two months. If you don't, the approach you've been trying isn't working. That's fine; just take a step back, re-evaluate, and try a different method of improving that skill. Don't give up — keep working on it and getting feedback from your colleagues.

Maintenance goes on to sell more than three million copies. How much stickto-itiveness do you have?

1-When the going gets tough, I don't.

2-I look for the path of least resistance.

3-I stick with it pretty well but I've got several things I haven't quite finished, if you'll excuse me.

4-Like a fly on flypaper, baby.

Proactivity:Do you shape things before they shape you? Do you take initiative, or do you merely react to the situation?

Writer and educator, Leo Buscaglia, said it best, "To hope is to risk pain. To try is to risk failure. But risk must be taken

because the greatest hazard in life is to risk nothing. The person who risks nothing does nothing, has nothing, and is nothing. He may avoid suffering and sorrow but he simply cannot learn, feel, change, grow, live or love. Chained by addictions, he's a slave. He has forfeited his greatest trait, and that is his individual freedom. Only the person who risks is free." How good are you at taking a risk?

If you don't take a chance, you'll never stand a chance.

1-I'm sitting this one out.

2-I'm scared to take a risk.

3-I like to work with a safety net.

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4-Who needs a safety net?

Optimism:"No pessimists," Helen Keller said, "ever discovered the secrets of the stars or sailed to uncharted lands or opened a new heaven to the human spirit." Why? Because they see the possible in the impossible - just like the two boys escorted out to a stable only to find a stall full of horse manure. They started digging feverishly, saying that with all of this crap in here, there's got to be a pony somewhere!

1-I don't even want to go to the barn because it smells so bad.

2-Sure is a lot of manure in this stall

How to Improve Your Strengths

Develops Startegic Perspective

The most effective leaders have four core strengths, according to the research by Zenger, Folkman,

and Edinger. But don't assume this means you have to be well-rounded; in fact, it's okay to have some weaknesses as long as you have a core strength that is truly outstanding. Once you've mastered one complementary skill, repeat this process with another. Keep working on the same core strength until it's the best it can be.

3-I'm looking for a pony.

4-I'm riding that pony.

Faith:The African impala can jump to a height of more than 10 feet and cover a distance of more than 30 feet. Yet these magnificent creatures can be kept in an enclosure in any zoo with a three-foot wall. The animals will not jump if they cannot see where their feet will fall.

Faith is the ability to trust what we cannot see, and with faith we are freed from the flimsy enclosures of life that only fear allows to entrap us. Do you give faith a

chance to take root in your life? Can you let go of the flimsy enclosures that bind us?

1-Life's a zoo. My jumping days are over.

2-I'd like to leave but they treat me pretty well here.

3-I'm straddling the fence.

4-I left the zoo a long time ago.

Will to make a difference:There's a beautiful story of a man walking along the beach after an especially high tide had washed a number of starfish up on

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shore. Up ahead, he notices a small boy, picking up a starfish and throwing it back in the ocean. Incredulous, the old man catches up to the boy and says, "Son, I applaud your kindness, but your task is impossible. There are literally thousands of starfish on this beach. You can't possibly make a difference." The boy looks at the old man, bends over, picks up a starfish and says, "To this one, I just did." And proceeds to throw it back in the ocean. Like that boy, do you feel called to make a difference?

00 Do the Impossible

Turn Your

Weaknesses into Strengths

We all have weaknesses, and we tend to try to work on eliminating them - on changing ourselves in order to become better. But change is difficult- very difficult. What if instead of trying to eliminate our weaknesses, we embraced them for what they were?

Think about your biggest weaknesses at work and in life. What qualities are you most unhappy about? Of the following list of 16 typical weaknesses, look carefully and choose the three that resonate most with you: 1) Disorganized 2) Inflexible 3) Stubborn 4) Inconsistent 5) Obnoxious 6) Emotionless 7) Shy 8) Irresponsible 9) Boring 10) Unrealistic 11) Negative 12) Intimidating 13) Weak 14) Arrogant 15) Indecisive

16) Impatient Got your three biggest weaknesses? Great.

(Don't be too depressed, the rest of this activity is more fun). Next, look at the below list, find the same three weaknesses, and look at the traits to the right of each of your three biggest weaknesses: 1) Disorganized ---> Creative 2) Inflexible ---> Organized 3) Stubborn ---> Dedicated 4) Inconsistent ---> Flexible 5) Obnoxious ---> Enthusiastic 6) Emotionless ---> Calm 7) Shy ---> Reflective 8) Irresponsible ---> Adventurous 9) Boring ---> Responsible 10) Unrealistic ---> Positive 11) Negative ---> Realistic 12) Intimidating ---> Assertive 13) Weak ---> Humble

14) Arrogant ---> Self-Confident 15) Indecisive ---> PatientÊ 16) Impatient ---> Passionate The three qualities to the right of your three weaknesses are all strengths.

Hidden in your weaknesses are your strengths.

Every weakness has a corresponding strength.

The idea here is simple: Instead of trying to change your weaknesses, accept them. Don't try to fix them - it's too difficult. Instead, be sure to leverage your associated strengths.

You can look to colleagues, direct reports, and even supervisors to fill in the gaps where you are weakest. Don't be afraid to ask people for help- they can add value where you are weaker.

But be sure to embrace your strengths, and build upon them. After all, your strengths (even those disguised as weaknesses) - will get you far in your career, and in life.

Self Improvement Against sometimes impossible obstacles?

1-Starfish are dumb, spineless organisms. 2-That's why they washed up on the beach.

3-That's a great story.

4-I toss a few back in when I have the Arnold better watch out.

Scoring: Give yourself one point for each time you checked the first answer. Two points for the second answer. Three points for the third.

And four points for the final answer. Add 'em up!21-42 points = you ve got your work cut out for you.

42-63 points = you re on the right track.

More than 63 points = Keep up the good work!

Now go back and target each category where you rated yourself a "2" or less and develop an action plan to improve those areas. time.

4-I am that boy.

Focus:When an archer misses themark, he turns and looks for the fault within himself. Failure to hit the bulls-eye is never the fault of the target. To improve your aim - improve yourself. Do you have the ability to tune out all of the daily distractions and concentrate on achieving your objectives?

1-I never liked archery.

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2-The target moved.

3-I keep missing the target.

4-Bulls-eye!

Action:Every morning in Africa a gazelle wakes up. It knows that it must run faster than the fastest lion or it will be killed. Every morning a lion wakes up. It knows it must outrun the slowest gazelle or it will starve to death. It doesn't matter whether you're a lion or a gazelle, when the sun comes up, you had better be running. When you wake up, do you hit the ground running? Dreams, intentions, plans and objectives all sound good, but do you actually walk your talk?

1-I don't even talk about it.

2-I talk a good game but when push comes to shove, I keep talking.

3-I take action most of the time, but I want to do more - acting not talking.

I act, therefore I am.

Discipline:Develop and stick to an intense routine. Remember that if you're not disciplined, someone, somewhere is and when the two of you meet, given roughly equal ability -- and sometimes given unequal ability -- they will win. As Lao-tzu put it, "Mastery of others is strength; mastery of yourself is true power." Be powerful.

I'm the 90-pound weakling pictured in those health magazinesÊ I read those health magazines.I'm working out.

21 Legends of Pakistan

The Merchant Knight

Sir Adamjee Haji Dawood

"Y

our Problem is solved" - the 4 worded sentence by Sir Adamjee Dawood in reply to Quaid-e-Azam's appeal to fund the newly born nation can be regarded as one of the greatest service any one did for Pakistan and founder of Pakistan. Sir Adamjee Dawood was approached by Finance team of newly formed Government of Pakistan on orders of Quaid-e-Azam on August 27, 1947 - just 13 days after the country gained its independence. Country ran into financial trouble because of planned stoppage of funds it was supposed to receive. At that critical moment of history, Sir Adamjee Dawood replied with these four words and wrote a blank chequeĂŠsecured against all his assets. He literally gave away all his assets which included a business conglomerate besides other personal wealth. His sacrifice enabled the country to tackle this crisis successfully. Born in 1880, Sir Adamjee showed signs of a great entrepreneurship from teenage. He established trading business and successfully led it to become a conglomerate. He also started participating in Indian politics and funded many humanitarian causes.

He was also nominated as the first president of Muslim Chamber of Commerce & Industry by Quaid-e-Azam in 1944.Among his established conglomerate, the Adamjee Group, Sir Adamjee also established Muslim Commercial Bank on July 9, 1947 on Quaid-e-Azam's instructions. The bank went on to become one of largest banks in Pakistan today.

Jetpur is a small town presently in India. In the latter half of eighteenth century a boy was born to Hanifa bai and Haji Dawood, parents named this boy ADAM. Though not much is known about his early age but it is learnt through some people, Adam was sent to Calcutta as was custom at the time Adam was in his early teens and Calcutta was a big city. The boy from the small town was confident enough to face hardships of a big city. After spending a few days there, he noticed

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that most of the businessmen in Calcutta were illiterate and they hardly knew a few words of English. They had to hire persons who knew English for correspondence. But in doing so, their business secrets were leaked and they lost money.

Young Adam who was ever wondering in business areas had keenly noticed this situation and took it as a bright chance. He was educated enough to write a few short lines in English.

The young man offered the businessmen to

handle their correspondence at very nominal charge. The boy handled his work very nicely and easily. As most of this work was done in the evening, some well-wisher told Adam that he should do some work in the spare time. He suggested the business of collecting empty jute bags. Adam did not waste any time and started this business.

He used to go to the streets of Calcutta and started collecting empty jute bags. He used to collect two or three bags and ran to the market to sell these bags at a very small profit. After some time he established his credit in the market and was offered some advance. Now he was able to collect 10 or 15 empty bags at one go. This burden was too much for him so he managed to buy or borrow a bicycle in junk condition. He repaired the bicycle and started his daily rounds on it. His business grew and in a little time he became a whole sale dealer.

He not only collected bags himself but also bought from other street vendors. All this business started sitting on a footpath. He already has gained enough experience to contact banks and machinery suppliers through correspondence. He tried contacting them and got some favorable replies.

He knew that the demand of jute bags was increasing many folds, so he decided to establish a jute factory in Dhaka (presently Bangladesh Capital). It was in those days when the word Jee was added to his name (a word showing respect). This was perhaps how the Adamjee Jute Mills was established. This mill soon grew up to be the largest jute mill in the whole world.

Now Adamjee was a wealthy and an important person of business community. An incident of this period is worth mentioning which shows the honest nature of this great man.

A Hindu Marvari, who was financially in trouble, contacted Adamjee for help. Adamjee

offered him loan to support his business. The Marvari refused, and offered to sell a stone quarry that was running at loss. The deal was finalized then and there.Adamjee went to the quarry next day and announced, though the ownership has changed but no body would be sacked out, everyone would work as usual.

Fortunately, workers discovered gold nuggets from the mine the same day. It was a gold mine.As Adamjee was informed about this discovery, he went to the Marvari, told him everything and offered him to return the mine.

The marvari also shown honesty and refused to take it back, saying that it was Adamjee s luck. He told that he could not mine even stones and just as the ownership was changed gold was mined. This mine provided gold for many years. The whole matter is recorded in

SIR ADAMJEE & JINNAH

As Jinnah and colleagues assembled in to Karachi from the 7th of august 1947 for the ceremonial occasion of transfer of power to be held on 14th August 1947.

There were rumors of the new nation already in financial crisis. Pursuants to the partition, the Liquid Assets of the nation were to be divided between India & Pakistan as per formula devised by Vicory Lord Mountbatten and the British Government. The Rs. 750 million promised & owed to Pakistan, only Rs. 200 million was accumulated in cash receipts, treasury bills & gold ingots at the treasury department, which was still under formation.

Having learnt the financial facts of the new nation, Jinnah was taken back and become furious. It is so believed that it was here, that Jinnah sent an SOS message to Sir Adamjee appraising him of the financial crisis. Soon after in

British Archives.

Accumulating significant wealth, Adamjee went on to establish schools, colleges and hospitals in various parts of India and Burma.

A philanthropist to the core, Adamjee never refused to support a deserving cause. In 1933, realizing the overriding need for education in his own ethnic Gujarati Memon community, he established the Memon Education & Welfare Society (MEWS) to support the financially deprived students. His charitable activities were greatly appreciated by Muslims in India and they demanded that he be officially recognized for it.

Finally on 9th June 1938 Lord Bradbourne Governor of Bengal, On Order of British Empire (OBE), conferred the title of Knight Commander of Indian Empire (KCIE) to

Adamjee. Thereafter he was known as Sir Adamjee Haji Dawood.When Pakistan was established there were no funds available to support the newly independent country.

Extremely worried Quaid e Azam Mohammad Ali Jinnah asked the newly appointed Finance Minister Ghulam Mohomad to search down Adamjee. Amidst migration and transition chaos, Ghulam Mohomed searched hectically to appraise Adamjee of Quaid's message.

Finally, a few days later, at the Palace Hotel in Karachi, the gentlemen were able to discuss the issues. Adamjee then spoke to his banker M.A. Habib and then turned to Ghulam Mohomed and said "your problem is solved".

Single handedly Adamjee had financed the new nation by arranging a bridge finance secured on his personal assets. This has come to be known as the "blank cheque offer" which Sir Adamjee is remembered for today.

Adamjee died on 27th January 1948 but he is still alive in every Pakistanis heart. On Adamjee's death. The Quaid mentioned in his address to the nation: "that if I had a dozen men like Adamjee, Pakistan would have been achieved earlier. It is truly a national loss to Pakistan". Sir Adamjee's family continued with the legacy of charities, and established educational institutions like Adamjee High School in Dhaka, Adamjee Science College, Sir Adamjee Institute of Technology , The Adamjee Academic Center and Lady Mariam Adamjee girls School in Karachi To pay respect and recognition to Sir Adamjee, governments of Bangladesh and Pakistan named various streets and neighborhoods in Dhaka, Karachi, Peshawar and Rawalpindi after him. In year 2000, Government of Pakistan initiated and issued postage stamps with image of Sir Adamjee.

Karachi, Sir Adamjee & son Wahid were in a mysterious way. There was a credit entry at the Bombay treasury which was transferred from an account of the Imperial Bank of India believed to be belonging to Adamjee Dawood.

QUAID S WORDS ON ADAMJEE Quaid-e-azam Muhammad Ali Jinnah in his Condolence message on the death of Sir Adamjee Hajee Dawood expressed:A. He was a loyal muslim and rendered great approached by Hatim Alvi a member of service in our struggle for Pakistan. His The Muslim League and Ghulam loss will be felt all the more now, when Muhammad the Finance Minister, seeking having achieved our goal we need his financial assistance. The relevant branch services for building Pakistan. His death of the Imperial Bank of India in Karachi, will leave a Gap in Muslim Business where migrating refugees collected and Community which will be difficult to fill. enchased their receivables was running in His death is a National Loss to to liquidity problems on lack of funding Pakistan.B.During the partition movement: from Bombay. It wasn t until November If we had a dozen men like Sir Adamjee, of that year, that the funding would arrive Pakistan would have been achieved earlier

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23 Leadership

Emotional Intelligence

Learning How to Be More Aware When you think of a

"perfect leader," what comes to mind?

You might picture someone who never lets his temper get out of control, no matter what problems he's facing. Or you might think of someone who has the complete trust of her staff, listens to her team, is easy to talk to, and always makes careful, informed decisions. These are qualities of someone with a high degree of emotional intelligence.In this article, we'll look at why emotional intelligence is so important for leaders and how you, as a leader, can improve yours.

What Is Emotional Intelligence? Emotional intelligence (EI) is the ability to understand and manage your own emotions, and those of the people around you.

People with a high degree of emotional intelligence know what they're feeling, what their emotions mean, and how these emotions can affect other people. For leaders, having emotional intelligence is essential for success. After all, who is more likely to succeed a leader who shouts at his team when he's under stress, or a leader who stay in control, and calmly assesses the situation?

According to Daniel Goleman, an American psychologist who helped to popularize EI, there are five main elements of emotional intelligence: Self-awareness.

Self-regulation.

Motivation.

Empathy.

Social skills.

The more that you, as a leader, manage each of these areas, the higher your emotional intelligence. So,

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let's look at each element in more detail and examine how you can grow as a leader.

Emotional Intelligence in Leadership 1. Self-awareness If you're self-aware, you always know how you feel, and you know how your emotions and your actions can affect the people around you. Being self-aware when you're in a leadership position also means having a clear picture of your strngths and weaknesses , and it means behaving with humility.So, what can you do to improve your selfawareness? Keep a journal Journals help you improve your selfawareness. If you spend just a few minutes each day writing down your thoughts, this can move you to a higher degree of self-awareness.

Slow down When you experience anger or other strong emotions, slow down to examine why. Remember, no matter what the situation, you can always choose how you react to it.

2. Self-regulation Leaders who regulate themselves effectively rarely verbally attack others, make rushed or emotional decisions, stereotype people, or compromise their values. Self-regulation is all about staying in control.This element of emotional intelligence, according to Goleman, also covers a leader's flexibility and commitment to personal accountability.

So, how can you improve your ability to self-regulate?

Know your values Do you have a clear idea of where you absolutely will not compromise? Do you know what values are most important to you? Spend some time examining your "code of ethics." If you know what's most important to you, then you probably won't have to think twice when you face a moral or ethical decision you'll make the right choice.

Hold yourself accountableÊ If you tend to blame others when something goes wrong, stop. Make a commitment to admit to your mistakes and to face the consequences, whatever they are. You'll probably sleep better at night, and you'll quickly earn the respect of those around you.

Practice being calmÊ The next time you're in a challenging situation, be very aware of how you act. Do you relieve your stress by shouting at someone else? Practice deep-breathing exercises to calm yourself.

Also, try to write down all of the negative things you want to say, and then rip it up and throw it away. Expressing these emotions on paper (and not showing them to anyone!) is better than speaking them aloud to your team. What's more, this helps you challenge your reactions to ensure that they're fair!

3. Motivation Self-motivated leaders work consistently toward their goals, and they have extremely high standards for the quality of their work.

How can you improve your motivation?

Re-examine why you're doing your job It's easy to forget what you really love about your career. So, take some time to remember why you wanted this job. If you're unhappy in your role and you're struggling to remember why you wanted it, try the Five Whys technique to find the root of the problem. Starting at the root often helps you look at your situation in a new way.And make sure that your goal statements are fresh and energizing. For more on this, see our article on Goal Setting.Know where you stand Determine how motivated you are to lead. continue pg no

24 Pride of Pakistan The King of British wholesale and founder and Chairman of the Bestway Group, Sir Anwar Pervez OBE is one of BritainÂ’s wealthiest Asians. His stupendous rise to success remains one of the most fascinating and unlikely rags to riches stories.

A real wealth-generator who has created his own business and a great deal of employment from scratch, Sir Anwar Pervez ushered in a wholesale revolution in Britain. In 2004, the Bestway Group was worth an estimated 320 million pounds.

Sir Anwar Pervez Better than the Best www.successfoundationpakistan.com

he most influential figure in British From 1963 to 1968,

spent his childhood in a small for five years I was Twholesale and poor village near Rawalpindi where learning about the going to school proved to be a formidable challenge. I grew up in a very small village where there were no schools so I had to walk four miles to get to primary and middle school as a child of five, six, seven years old. It was not only me, the whole village had to do this as well. Good colleges were also a scarcity.

In those days there were only two high schools. One was in Gujjar Khan which was 60 miles away from my home and the other was 38 miles away in Jhelum so I went toÊJhelum for my high school education it was a very difficult situation for people to study. But when I went to Jhelum, I had to stay there because for 38 miles there was no transport- there is still no proper transport today. It s a very neglected area.

After completing High School from Jhelum, Sir Anwar went to England in search of better opportunities. Little did everyone know that this young man who had grown up in such adverse conditions would soon surpass all imaginable expectations?

Building a community

I started working and making money and saving, says Sir Anwar,Ê not only making it but saving it as well- it is important. If you spend it you have nothing in your hand, he emphasizes.Sir Anwar has always valued the importance of family and community and so brought his extended family to England to join him. As soon as I could afford it, I asked my brother in law to come and then my cousin and my other bothers. So within two years, my whole family was all there.

Sir Anwar hadn t forgotten about his local community back home and continued to provide support to his friends and relatives in Pakistan. He explains how this sort of assistance has a knock-on effect. We started helping the local area- my friends in Jhelum, my friends in my village town. The people I brought to England, they started helping their own friends and relatives. So everybody was helping so there was a time when everybody from our area went to England and started earning good wages and salaries. There was hardly anybody who was not fit to go to England. I took them to England and they are earning good salaries and wages and now they are happy people.

Minimum Wage, Double Shift

At the very beginning when I went in 1956 the basic salary used to be 7 pounds for 14 hours and I used to be working double shift so I used to get 18-20 pounds a week, seven days a week. I had no time to spend it and all this money was saved so in four or five years I had 4000 pounds and then I bought the house in London for 6,200 pounds I think. He borrowed the extra amount from the bank but soon paid it back by letting a portion of the property.

In 1963 he opened his first shop in Earls Court.

economy, because I was not a businessman, explains Sir Anwar.

In those days you could only be open for five and a half days a week but now it s seven days and you can open any hours. In those days it was five and a half days from nine in the morning to half past five or six o clock. This limited the growth of Sir Anwar s business.

Because of that we were restricted to certain customers and our business was not growing. I thought it was silly to cater to a customer base which represented hardly half of the entire community, perhaps a quarter of it. So I opened my second shop on the high street and started catering to the local community. Whatever I expected to do in a year s time I did in the first week because there was demand. I was there at the right time.

Sir Anwar also started to stay open late seven days a week.Ê I think I was the first one open late and seven days a week although it was illegal in those days but I did it, admits Sir Anwar. I have been fined a few times as well.

The sad thing is, I remember I used to go to the court and they would say, you are guilty and I would say that yes, I am guilty and they would fine me five or ten pounds. Now everybody is doing the same thing and when I look back, what was I guilty of doing? Hard work.

Apart from incurring fines, Sir Anwar s hard work also brought him unprecedented success.

We were very successful and soon after I opened another shop which was very successful because all other big multiples were open for five and a half days and I was the only one who was open late and seven days a week. By staying open late in violation of legal regulations, Sir Anwar was actually helping to fulfill an unsatisfied demand. The authorities soon realized this and began to turn a blind eye.

A wholesale revolution

Sir Anwar s foray into wholesale consolidated and led to exponential growth, firmly establishing him as the king of wholesale in the United Kingdom. What prompted him to

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venture into wholesale? It certainly wasn t money. His customers, primarily old ladies and pensioners would complain to him that his prices were too high. He was genuinely concerned by this and tried to see what he could do to lower his prices. I had a lot of old age pensioners and widows who lived around my shop area and I would be on the shop floor myself working as the manager.

They would come and say that Mr. Pervez, you are a very nice man, open seven days a week and you re very charming but your prices are very high.ÊYou cannot build a relationship between yourself and your customers if they feel that you are not being fair with them. I knew that I was not ripping them off my buyer was wrong. I used to buy from the wholesalers who were charging us at least 1011% more than the multiples. So when your buying is wrong naturally you will pass it on to the consumer. He began exploring ways to acquire goods at better rates and pass on the lower prices to his customers. The old ladies who live around the block, they can t go to a big multiple which is far away. They don t have cars, they have a certain income as well, and they are on a very low pension.

So it had less to do with business and was more out of social mindedness. I should give them a better service with reasonable prices.

So his revolution of wholesale culture in Britain was prompted more by his conscience rather than canny business strategy and represents not only an incredible business feat but also a brave ethical victory.

could not be done overnight and took a great deal of patience and perseverance on Sir Anwar s part. In those days to acquire a wholesale you had to get planning permission which took a long time. Once I got the planning permission we opened it in1976. Then it took me two years to change the culture of the shopkeepers. Not everybody is like me to think where we can improve. They were having a good living and couldn t care less about their customers, says Sir Anwar.

When we opened the cash and carry, I did a survey and noted that people were buying at 10-11%, from the wholesalers. I wanted to give better prices to other shop keepers as well so they could pass on lower prices to the local community. Again, Sir Anwar emphasizes the importance of the community which he holds in high regard. Local community is very very important. It s not just about the customer; it s about the community.

Sir Anwar began supplying wholesale goods at cheaper prices but still had to convince shopkeepers to pass on lower prices to the consumers instead of increasing their margin. The distribution cost of the multiples was about 6% and that left a 4% profit. So I started charging 3.5% at that time to my customers (the shopkeepers) and we started educating them: Look there is no need to buy cheap from us and put the money in your pocket-you should pass it on to the consumer because you will get goodwill and respect from your local community and your profits will go up. Sir Anwar effectively ushered in a revolution of lower prices and community confidence.

Those who followed survived and consolidated their business but those who resisted change were left behind.

People who followed us, their businesses started flourishing and they opened two or three more shops and people who didn t follow us finished.

By supplying to retailers at more affordable prices, Sir Anwar helped to build up a trust and confidence within the wholesale-retail-consumer relationship by putting the customer first at every level, both as a retailer and as a member of the public.

But Sir Anwar also had to surmount prevailing prejudices and worked hard to gain confidence with his customers and suppliers. At that time when I was selling very cheap I was getting a very bad name from the existing wholesalers and the cash and carry people. In England you can buy on credit and sell and run away to Pakistan so everybody was giving me a hard time and not trusting me. So it took a long time to get the trust of the suppliers and at the same time the trust of the customers as well.

You have to have confidence and trust between your suppliers, between your customers and between your employees so I think I was lucky that I was able to create that trust.

He gave a 10% share of the business to an

Indian man called Mr. Gupta. He was very good and hard working, not only in the daytime but also in the evening, visiting people and slowly and steadily brainwashing them to come to the cash and carry. So that did very well and in two or three years we were established. He took on three more people and gave each a 10% share although none of them had invested any capital in the business because they were hardworking people with a similar thinking. All the original members are still with the business except Mr. Gupta who passed away. Their children have also joined the business. I have no regrets because without them perhaps I wouldn t have done it, says Sir Anwar.

the overseas Pakistanis to Islamabad and I was very much convinced by his attitude. When I went from Pakistan to England, I didn t go as a refugee or as an immigrant; I went to find better opportunities. So I always wanted to come back but the situation was not that good.

So for the first time he created a situation and I was very happy to come back. But Sir Anwar s positive experience was to be short lived.Sir Anwar initially planned to invest in the textile sector and after acquiring land and opening a Letter of Credit, the textile sector suddenly slumped and he had to reconsider his investment options.

After conducting extensive research, Sir Anwar believed that Pakistan s cement industry held great potential for growth. At this point, the Nawaz government was supplanted by the Benazir Bhutto regime which offered attractive concessions for potential investors. In particular investors in NWFP and Balochistan were given three advantages: nil import duty, no sales tax for five years and no income tax for five years. Encouraged by these incentives, Sir Anwar decided to set up a cement factory in NWFP and brought in English expertise. I thought that they were very good incentives. He collaborated with Rugby Cement. I convinced them to come to Pakistan at my own expense because I had no knowledge of cement or how to set up factories especially from a Greenfieldyou have to bring some expertise and they had the expertise. They were very happy to join us. But Sir Anwar was soon to be subjected to capricious and inconsistent government policy.

After a challenging and harrowing investment experience, what possessed him to invest in Chakwal? Sir Anwar explains, That is the challenge for the businessman. The more the difficulty, the more the pressure, the more you want to do more, you want to prove yourself. Not prove yourself in an arrogant way. But you want to do something for your country and you Pride of Britain, Pride of Pakistan want to prove that there is a right way of doing In 1992, Sir Anwar was awarded Britain s things as well. highest national honour, the Order of the British United Bank Empire or O.B.E. The Anwar Pervez from a When we bought United Bank, the economy small village near Rawalpindi was now was not very good, it was 2001 I think and officially Sir Anwar Pervez. It was an honour there were not a lot of people willing to buy that he richly deserved. He had effectively the bank. Yet again, Sir Anwar found himself brought prices down from 10 and 11% to 3.5 up against a familiar foe. There was only one and 4% which was of enormous benefit to other party and that party was the same members of the public. With his vision and gentleman who told me that he could finish it foresight, Sir Anwar had infused a sense of [the law] in no time. Sir Anwar feared that integrity and equity into the wholesale business. the same industrialist who had displayed such cavalier disregard for the law would acquire Investing in Pakistan Sir Anwar s investment experience in Pakistan United Bank for a steal. I thought that if he has been interesting to say the least. He first was alone, he would take it for a very low started to seriously consider investing in price. So unless I come myself, at least there Pakistan in 1991. In 1992 Nawaz Sharif are two prices and if I don t get it, at least he became the Prime Minister. He started won t pay a throwaway price, he will have to promoting Pakistan abroad and he invited all pay a good price. Once again, Sir Anwar was

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spurred into action by principle rather than business strategy. Then I went to see Sheikh Nahayan and he was very happy to join with me and I was very happy to join with him on a 50-50 basis. So at least this was a help to the Pakistan government again. Instead of throwing it away, they got good money.

But was there anything else that drew him to investing in Pakistan s banking sector?

Apparently, the banking sector had little to offer and the acquisition was based entirely on principle ,emphasizes Sir Anwar.

Despite the lackluster performance of the banking sector at the time of United Bank s purchase, it has developed into a dynamic and highly successful institution. UBL is doing very well, reports Sir Anwar. However, he believes that the banking sector at large suffers from an ethical deficit in the wake of nationalization. Since nationalization, we have lost the integrity and honesty of the old banking system because people were coming in without merit and were not properly trained so it was survival of the fittest. Now the banking industry has become so strong but the ethics of the general banker have disappeared and it is all about money. I want to restore that integrity and credibility in banking so people can trust us more than what they used to. Everything is about trust- if there is a trust then you will do very well.

But Sir Anwar also feels the effects of Pakistan s acute scarcity of skilled human resources. The problem with United Bank is human resources and we are working very hard. But it will take a long time. We are bringing in new blood but it cannot be done

overnight. You have to give them training for three, four or five years.

However, bringing about change is a tough balancing act and rationalizing staff can be tricky business. We can t sack them because there will be an outcry. So we have to keep the old people and bring in new blood as well. So once the new blood is there, I hope, they won t be perfect either, but will be much better than what we have now. With time things will change I m sure.If you only work for money you will never be a rich man - Sir Anwar Pervez Sir Anwar believes that generosity is essentially innate. I believe people are born selfish or giving to others -it s inborn. When I was living in Jhelum, if anybody came to my village, I would give my bed and sleep on the floor so it has always been natural to me.

His mother, who has been the greatest influence in his life was renowned for her generosity. My mother was very kind as well. She would give to everybody. In 1973, his mother built a mosque with a hostel for students on Peshawar Road where it still stands and is run today by the Bestway Foundation. The Bestway Foundation also donated to earthquake relief.

Deprived of a decent education as a child, Sir Anwar is passionate about providing access to quality education for underprivileged children. I have a craze for education, he says.In both England and Pakistan, he gives 2.5% of his profits to charity each year. The Bestway Foundation has adopted 29 schools in Gujjar Khan and recently took over a boys and girls college. As we are ambitious in business, we are ambitious in charity as well, says Sir Anwar. He is profoundly concerned about the abysmal state of the schools in Gujjar Khan, The Bestway Foundation also donated Rs 20 million to the Lahore University of Management Sciences (LUMS) for setting up a science facility.

In England, Sir Anwar s contribution to education has been outstanding. He has continuously assisted the British government in funding schools short of financial resources.

He supports a scheme called the City Technical Colleges Scheme which provides financial support to schools on the condition that the headmaster of the school achieves certain financial targets. Rather than just giving handouts, this system encourages schools to run more efficiently. In 1987 he set up a school from which two Pakistani girls went to Cambridge and he sponsors four schools every year. Age Concern.Because he was unable to experience the benefits of a quality education, Sir Anwar has educated his children in the world s finest schools and colleges. His

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children have graduated from Eton and Oxford.

One is a lawyer and two are chartered accountants, he says with pride.

Sir Anwar Pervez works seven days a week from seven in the morning to eleven or midnight. If he isn t working, he is attending meetings, dinners and charity events. Naturally, he hasn t had much spare time on his hands.

However, since becoming Chairman of the Bestway Group, he allows himself Sunday off. On Sundays a few of my friends come to my house and we go for a walk in the woodlands. We do about seven miles in two hours. If I am not in England, I make sure that I am exercising and walking somewhere. Sir Anwar is also fond of music particularly Pakistani songs. It gives me happiness for my soul.

He has a visceral suspicion of credit cards and only started using them recently. I hated credit cards. I used to think that if a bill goes to my bank account and money isn t there how am I going to face this. So it s better to spend from my pocket and forget about it.ÊI have a different philosophy about financials and I am very lucky. I wanted to earn first and then spend and some people want to spend on the credit card, especially in the United Kingdom and the Western world.

But he believes it s down to something different. By nature I am more social minded rather than just money minded. If you go through my life, I only became rich by helping others for good causes. Though he has come a long way, he has not lost his modesty. People say now you are a rich man but I have never been a poor man my whole life because I never spent more money than my income. When I was earning 100 pounds my overhead was 70 pounds or 80 pounds. So all along I never had financial difficulties at any time. I know what I can do and I do it accordingly. In fact, he has fond memories of his double- shift minimum wage days, When I look back those were my best days and I enjoyed working. I have happy memories of those days.

Awards and Honours

In 1992 Sir Anwar Pervez was awarded an OBE and a Knights Bachelor in 1999 in the Queen s Birthday Honours List for services to business and charity.In 2000, he was awarded the Hilal-e-Paksitan by the Pakistan government for his services to the country.

The Bestway Foundation

The Bestway Foundation was established in 1987 in the United Kingdom and in Pakistan in 1997. The Bestway Group donates 2.5% of its annual profits to the Bestway Foundation.

In 2004 US$ 1 million was granted for village schools and hospitals in Pakistan. Since 1994 over US$ 8 million has been granted to student scholarships and other good causes.

The Bestway Group includes

Batleys ,Best-in,Best-One,Bestway Direct Limited,Bestway Cement,United Bank Palmbest Limited,MAP Trading,Euroimpex Bestway Milling,Bestway Foundation

28 Top Organization

PIDC

Developing Industrialization in Pakistan

P

Pakistan Industrial Development Corporation (PIDC) was originally established as a Central Corporation under the PIDC Act, 1950(XLV of 1950). Subsequently, it was bifurcated into two Provincial Corporations of the then East Pakistan & West Pakistan and WPIDC was created under the Provincial Industrial Development (West Pakistan) Ordinance, 1962. It was later on, renamed as Pakistan Industrial Development Corporation (PIDC) after the fall of East Pakistan and dissolution of Provinces. The primary aim of establishment of PIDC was to set up industries in such fields where the private sector was shy and where large amount of capital outlay with long gestation period was required. Secondly, the object was to set up industries in such areas, which were backward with a view to creating employment opportunities and removal of regional disparities. The operational strategy was to set up projects on a continuous basis and transfer them to the private sector after successful operation, thus promoting the development of the private sector.Aiming to ensure efficient operations and functions, PIDC as a statutory body was dissolved under PIDC (Dissolution) Ordinance, 1984 (LII of 1984) and simultaneously incorporated as a private limited company and registered under the Companies Ordinance, 1984 with effect from 1st April, 1985.

An Impromptu Comment Pakistan Industrial Development Corporation (PIDC) is a name synonymous with the industrialization of Pakistan; it is a name without mention of which no discussion, review or analysis of industrial matrix could find any credibility. Indeed the entire spectrum of commerce and industry is rooted deep down to PIDC.

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Establishment of PIDC; The Raison D être PIDC was established in 1952 under an Act of Federal Legislative. The raison d etre for its establishment was the critical condition Pakistan was engulfed in at the time of independence. There was at all no industry and the agricultural base was also mild, unable to cater alone for the funding requirements of the nation. The story of PIDC thus, is the story of the Government of a newly created country, successfully undertaking the daunting task of building up the industrial base of the country virtually from scratch. The broad mandate entrusted to PIDC was planning, promoting, organizing and implementing programs for: Establishment of industries Exploration and development of mines Exploration, exploitation and development of any material that government may specify.

The primary task of the corporation was to set up industries in such fields where the private sector was shy and where large amount of capital outlay with long gestation period was required. Secondly the object was to set up industries in such areas which were backward with a view to creating employment opportunities and removing regional disparities.

Operations invigorated Establishing, developing and expanding industrial base Proving true to the trust and promise the government reposed in it, PIDC embarked on the gigantic task of bringing up the industrial base from infancy, nay, rather conception to the magnificent edifice as it exists today. No doubt all that we find today on the industrial horizon is the fruit of concerted efforts put in

by PIDC. It may not appear any exaggeration if it is said that the private sector that holds the market today has taken the lead from the path set by PIDC. No doubt PIDC played a pioneering role in developing industries in the fields of Fertilizers, Ship building, Heavy

Industries, Jute, Textile, Cement, Chemicals, Sugar.

Activities Truncated PIDC has established a total of 94 industrial units during 1952 1988, list enclosed (annex A). Indeed a remarkable achievement. The saga of PIDC however, is punctuated with stretches of hectic, continuously expanding activity as well as phases of low profile diluted posture. The chronology of vicissitudes is as follows.

21 of its prestigious units were lost in East Pakistan in 1971 as detailed in annex B. In March 1974, PIDC had to transfer a number of projects to newly formed Public Sector Corporations under a President ordinance that aimed at re-organizing the Public sector. List of 18 no units transferred to corporations under M/o I & P and those 26 no transferred to other government bodies is annexed at C & D respectively.

In 1984, through a Presidential ordinance PIDC was converted into a Corporate body (hitherto it was Statutory Corporation).

Resultantly PIDC s role was truncated, it took the status of a Holding Company, all the units operating under it were converted into Limited companies having their own Board of Directors operating as subsidiaries of PIDC. Ipso facto the role of PIDC was confined to mere policy directions, evaluation and general guidance thereby investing full autonomy in the operating units.

New Roles As a result of some units transferred to other Ministries/ Corporations and some sold out / disinvested / liquidated, and PIDC relieved of its primary task entrusted to it in 1952, a new role/ mandate was given to PIDC, as reproduced below. PIDC to be the Primary Vehicle for facilitating industrialization by creating enabling environments for different

Mr. Khalid Mehmood Chadda

S u b s i d i a r y C o m pa n i e s of PIDC

First Ever Chief Executive Officer of PIDC From Private Sector

Mr. Khalid Mahmood Chadda is a well known and respected name in the business and commercial circles. He runs his own business and owns an industrial setup under the name of New Stainless Industry , located in Wazirabad, District Gujranwala.

He is a young and energetic businessman having the rare distinction of becoming the first ever CEO of PIDC, from the private sector.This reflects his peculiar business acumen and commercial skills that have made the government repose its trust in Mr. Chadda to head the prime public sector corporate entity of PIDC. Holding Masters degree in Political Science, he has obtained vast trainings from foreign countries in market research, project management and various other areas of commerce and trade. By dint of sheer hard work and business aptitude he not only pushed his own business to extra heights, becoming active player in world market, but he also rose to prominent position in the commercial circle in the country. He remained president of Gujanrawa Chamber of Commerce and Industry during 20092010.

He has also remained chairman of all Pakistan Cutlery and Export and Manufacturing Association. Besides business, he has active involvement with academia and sports also. He had remained member of Board of Governors, Rachna College of Engineering & Technology Gujranwala. On the sports horizon, he shined as Zonal President Squash Gujranwala Division, in the near past.

Activities Re-energized Working with the same zeal and spirit, PIDC has acted promptly on the revised mandate and established nine no Skill Development Companies and Skill Development Centers with 100% investment of PIDC and management handed over to private sector. Similarly two joint venture companies (JV) on public private partnership bases, also related to Skill Development, have been formed and under process of commissioning (list at annex G). Through these SDCs and JVs PIDC has penetrated quite effectively in engineering, furniture, Gems & Jewelry, embroidery & technical training centers, the ultimate focus being the development and uplifting of qualitative and HR Skills in all these areas of social importance.

Besides, PIDC has ventured for mega projects and initiated feasibility studies on Coal Port/ Terminal for Imported Coal, Petrochemical Production facilities in Pakistan, Leather Sector Development Strategy and National fertilizer Strategy. PIDC has also planned addressing the farm and livestock sector. In this context process for setting up a modern Cattle Fattening and Breeding Farm in outskirts of Karachi has been put into gear, as a joint venture. The current management of PIDC is quite optimistic in exploring further avenues of expanding its activities under the new role set by the ministry.

Sind Engineering (PVT) Limited (SEL) Sind Engineering (PVT) Limited SEL the assemblers / manufactures, and franchise holders in Pakistan for Mazda LCVs T-3500 of Mazda Motor Corporation of Japan (1978-2003) and Dong Feng LCVs of Dong Feng Motor Corporation of Peoples Republic of Chin (2003-2008) National Industrial Parks Development & Management Company (NIP) NIP has been registered with a capital of Rs.150 million. An additional amount of Rs.175 million has been contributed by PIDC, thus the paid up capital of the company has increased to Rs.325 million. Government has also allocated a loan of Rs.2 billion as seed money to NIP. Technology Up-Gradation & Skill Development Company (TUSDEC) TUSDEC has been registered with a capital of Rs.150 million. Two third of its BOD members are from the private sector and one third from the public sector. The chairman and CEO are from the private sector.

Karachi Tools, Dies And Moulds Centre (KTDMC) The company has been registered with a capital of Rs.450 million.Karachi Tools,Dies and Moulds Centre already established is providing state of the art design, consultancy,training and manufacturing facilities in the field of Tools,Dies and Moulds.

Pakistan Stone Development Company (PASDEC) PASDEC incorporated to up-grade dimensional stone industry,promote value addition and develop domestic and international markets by introducing moder know-how and equipment.

Pakistan Gems & Jewellery Development Company (PGJDC) PGJDC has been incorporated to introduce modern know-how / practices and equipment both for jewellery manufacturing and gemstone mining and cutting/processing to finished products for local and export market.In this regards foreign experts would also be engaged and detailed feasibility of the initiatives will be developed.

Pakistan Hunting & Sporting Arms Development Company (PHSADC) PHSADC has been incorporated to created a properly organized hunting and sporting arms industry aiming to become an export based industry.

Furniture Pakistan Company (FPC) Furniture Pakistan , a sector development company has been formed,the Board of Director of which has majority members from private sector.The company will coordinate with all the stakeholders and implement the strategy to upgrade the furniture industry of Pakistan thus helping to enhance the export of furniture.

Southern Punjab Embroidery Industry (SPEJ) Southern Punjab Embroidery Industry (SPEI) has been incorporated with total capital cost of Rs. 816.125 million with PIDC s share of Rs. 212.193 million.

Aik Hunar Aik Nagar(AHAN) Aik Hunar Aik Nagar (AHAN) has been formed with the basic aim to develop sustainable market driven interventions in rural areas for enhancing employment opportunities and increasing income in the informal rural markets, thus leading to rural poverty alleviation.

Pakistan Chemical And Energy Sector Skills Development (PCESSDC) The Company has been incorporate with total capital cost of Rs. 209 million with PIDC s share of Rs. 100 million.

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30 Development

Unleash Your Super Brain!

en or 20 years ago we were traveling the information super highway. These days our course isn t nearly as linear. We re careening around a supersonic pinball machine, getting pelted with bits and bytes, tweets, pings and yelps. To help manage this onslaught, we re outsourcing our memories, says Jim Kwik, founder ofÊ, a speedreading and memory-enhancement training program. Phone numbers are stored in the address books of our smart phones; sales leads are warehoused in the cloud. And who needs to pay attention to street signs when our navigational systems will plot the most efficient route home?

Problem is, research suggests that our reliance on external search engines and the like may be undermining our ability to recall facts, faces and names. With everything we ll ever need to know just a few keystrokes away, we re allowing our memory muscles to get flabby.

And we re paying a price for this. The two most costly words in business areÊI forgot, Kwik says. Whether it s forgetting a meeting, conversation, task, fact, password or name, memory lapses at the wrong time can make the most talented person appear incompetent.

Strengthening your memoryÊdoesn t take a new app or some high-

T

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Never forget a name again and read faster and smarter with these tips from memory expert Jim Kwik.

tech gizmo. In the workshops he has given for nearly two decades to Fortune 500 companies, university groups and small-business owners, Kwik (yes, that s his real name and it s pronounced quick ) relies on old-fashioned methods such as visualization and new twists on speedreading techniques that are informed by the latest research on how the brain works. There s no such thing as a good memory or a bad memory, Kwik says. There s only a trained memory and an untrained memory.

Here s how to start training your memory.

MOM Knows Best: A Memory Mnemonic

Motivation: When meeting someone new, take a moment and ask yourself,Why do I want to remember this person s name?ÊIf you can t come up with a reason to remember the name, you probably won t.

Observation: Recalling names or other information is often not a matter of retention, but of attention. Take a moment to quiet your inner dialogue; focus and really listen when you re introduced to people or attending a presentation.

Mechanics: These are the techniques, tips and strategies for remembering names and information. Although these step-by-step

memory tools are critical, they come last visualizing orange juice being poured into her because if you don t have motivation and don t eyes. (Yes, it s an absurd image but that s the observe, the best mechanics won t help. point: You re more likely to recall unusual Picture This: Never Forget a Name images than common ones, Kwik says.)

Next, you re introduced to Christopher.

Again It s an awkward moment. At a business function Pick a place: his beard. you run into someone you ve met before. As Imagine the name: Christmas tree. you reach out to shake hands or worse yet, Entwine the two: Visualize Christopher s beard introduce him or her to a colleague panic as a Christmas tree being decorated by tiny sets in. You ve forgotten the name. It s a elves. stumble that can trip up a relationship. It s Along comes a couple, Karen and MattPick hard to show someone you re going to care a place: Karen s red hair; Matt s eyebrows. for their business when you don t even care Imagine the names: carrots; doormat. enough to remember their name, Kwik says. Entwine the two: There are carrots coming out The cure for faulty name memory is of Karen s hair, and Matt s eyebrows have association: connecting those names to been woven into a doormat. unforgettable images. Pictures, Kwik says, It will take time to become proficient at this create memories that are easier to retrieve than method (although not as much time as you words alone. Kwik, who is big on mnemonics, might think, Kwik says). Meanwhile, there s likes to say his method is easy as PIE. a payoff to practicing. Even if the technique doesn t work right off the bat, it s effective in Pick a place on the person s face. getting you to focus and engage when you re Imagine the name.

Entwine the two in a picture that has action, meeting people, Kwik says.

Whole-Brain Note-Taking exaggeration and illogic.

When you re at a workshop on, say, using Here s how this works in real life. At a chamber of commerce gathering you meet social media to build your business, or reading or listening to a book on the same topic,Êthe Joyce.

Pick a place on Joyce s face. For example, her right and left hemispheres of your brain process the information in two ways: Logical leftie green eyes.

Imagine her name as a sounds-like picture. the hemisphere that s the analytical, critical For Joyce that might be juice. thinker is attentive to the actual content being Entwine Joyce s green eyes with juice by presented. Ruminative rightie our intuitive, Success Magazine (31)- www.successfoundationpakistan.com

creative, big-picture side is reacting to this content with emotion, questions and flash inspirations on how the information can be utilized in your life.

Kwik suggests letting each part of your brain take notes in its own way. That way at the end of the presentation, rather than jottings that can be difficult to interpret Hmm, did the speaker say that, or is that what I was thinking? you ll have both a summary of the material and the beginnings of an action plan.

Here s all you need to do: Take a lined piece of paper and divide it into two columns. At the top of the left column write Capture. This is where you ll be doing traditional note-taking writing down the bullet points of tips, quotes, facts and statistics that are offered during the social media workshop or in the book: Nearly one in five U.S. consumers has scanned a QR code on a smartphone.

665 million people use Facebook every day.

People between the ages of 55 and 64 are the fastest-growing demographic onÊTwitter.

You Tube has 1 billion unique monthly visitors.

Label the right-hand columnÊCreate.

Here you ll be recording your impressions on what you re listening to and beginning to build on what you ve just captured: 1.Talk to Joey about QR code in new biz cards.

2.Tweet sweepstakes!

3.Brainstorm YouTube strategy at Tuesday mtg.

The ABC s of Smart Reading

Kwik likes to quote a Woody Allen quip: I took a speed reading course where you run your finger down the middle of the page and was able to read War and PeaceÊin 20 minutes.

It s about Russia. In other words, if you increase your reading speeding tenfold but you re only retaining a fraction of what you ve read, you re wasting your time. A better alternative is what Kwik calls whole-brain reading, in which speed and retention are both increased by engaging the right and left hemispheres of your brain in the task of reading.For starters, you ll want to set yourself up for an optimal reading experience. All learning is state-dependent, Kwik says. I don t try to tackle new information before I manage my state.

Begin by eliminating external distractions.

Choose good lighting; natural sunlight is the best, which you can mimic with full-spectrum bulbs. Set the room to your ideal temperature not so warm that it makes you drowsy, not so cool that you ll think about whether to grab a sweater. Acknowledge annoyances. Say, for example, you can hear the din from a construction site down the block. Do the best you can to minimize such distractions don

music such as concertos by Bach, Handel or Telemann can induce the alpha brain wave state ideal for deep concentration. Breathe deeply, relax and try to accept the distractions you can t eliminate.

Next, you want to quiet your mind s incessant chatter what mediators call the monkey mind. You re trying to read Tolstoy or a primer on leadership skills, and your monkey mind is leaping from whether to have pizza or pitas for lunch, what Motown song your favorite American IdolÊcontender should pick for the next round of competition, and whether you d go for an Aston Martin or a Lamborghini if you had half a million bucks to spend on a new car. You can blame this babble on the frenetic-hopscotching right hemisphere of your brain.

Before we reveal Kwik s speed-reading trick, it s helpful to know a little bit about the mindbody connection. Our brains and our bodies are linked cross-laterally, Kwik says. The brain s left hemisphere controls functions on the right half of the body; the right brain, the functions on the left half of the body. In other words, the left hand knows what your right brain is doing.

So here s the simple trick to smarter reading: As you read, run yourÊleftÊindex finger or a pointer held in your left hand under each line. Traditional speed-reading training also uses the underlining strategy as a way to focus attention, but doesn t specify which hand to use, a refinement that s essential to Kwik s method. When you re underlining with your left hand you re involving the right side of the brain that wants to distract you because it isn t being engaged, Kwik says. You can think of underlining as giving a Smurf toy to a fussy toddler.

The result: You ll increase your reading speed and comprehension by 25 to 50 percent, Kwik says. This visual method pacing works with online material as well. If you re reading on an iPad or e-book reader, use the cap side of a pen, instead of your finger, as your pointer (the pointer doesn t actually need to touch the screen, it can hover above). If you re reading on a desktop computer, use your mouse, controlled by your left hand, to underline.

Underlining will feel awkward at first, but keep going. It s commonly believed one need about 21 straight days of doing something to form aÊhabit. Try practicing, Kwik suggests, for 20 minutes every day for three weeks to aÊmonth. Location, Location, Location: The Key to Giving a Presentation With out Notes When ancient Greeks needed to remember to

pick up mead or olive oil at the marketplace, they may have relied on the method of loci.

The memory trick is attributed to the poet Simonides of Ceos. One night during the 5th century B.C., he recited a victory poem in celebration of a Thessalonian nobleman. Then, summoned by a messenger, he stepped outside the banquet hall. As he left, the roof of the hall collapsed, crushing the guests. It was left to Simonides, the only survivor, to help identify the victims who were mangled beyond recognition. Simonides closed his eyes and reconstructed the banquet hall in his mind, picturing where each guest was seated before disaster struck. Then he walked back into the hall and led grieving relatives to the remains of their loved ones.

Fortunately the loci method is not disasterdependent. To use this technique, you create a mental blueprint of a place you know well and then piggyback the information you want

to remember on top of various items within the room. There are three important rules to employing loci effectively, Kwik says.

1.Pick actual things; the lamp in the corner of the room, not the corner itself.

2.Choose items that are large, not knickknacks.

3.Choose items that are unique: a single chair, not a set of chairs.

These landmark items are the hooks where you re going to hang information. Next, link each landmark to an item on your memory list with a striking visual image. If you need to pick up, say, milk, laundry detergent and paper towels, you might visualize a giant container

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of milk crushing your coffee table, detergent suds spilling out of your couch, and your flatscreen TV wrapped in paper towels.

If you re giving a talk at a conference on, say, social media, the method works just the same.

Let s say you have 10 key points to communicate. They are about hashtags, Tumblr, Facebook, Yelp and so on. This time you re going to add a room the kitchen so you can connect five points to the living room, five points to the kitchen. For hashtags, you might imagine a huge cauldron of corned-beef hash tipping your stove over; for Tumblr, gymnasts doing cartwheels on your kitchen sink; for Facebook, close-ups of your family on huge, talking refrigerator magnets; and for Yelp, a litter of yelping Chihuahuas, loaded in your dishwasher like soiled plates.

Why does this wild-sounding method work so well? Remember that the brain is much better at recalling visual images than, say, lists or bullet points full of words.

We re especially good at creating spatial memories where things are located in space (a room, a street).

What you re doing when you recall your visualizations is walking through a location or a route that you know intimately well, like your bedroom or the stores you pass on the way to the bus stop every day, and summoning up those vivid images you ve linked to each landmark.

In the case of the bedroom, clockwise is the route you ve chosen. It s easiest to remember the items in a room if you re picturing the actual layout of the room.

So when you create those visualizations, you are standing in the doorway of your room and picking out large items as hooks as you move through the room.

If you are picking the stores you pass on the way to the bus stop, you d create a memory map that followed your route linking the first point of your speech to the first store you pass, and so on. You can even use your body parts as a route, moving from toes to knees to waist to chest, shoulders, etc., and then doing a mental body scan to recall your visualizations.

And again, you want to make the images as vivid as possible, because our brains are attracted to novelty like bees to bright, sweetsmelling flowers.Now when you give a speech, you ll call up the blueprint you ve created.

Prompted by each visualization, moving clockwise, you ll hit your points with confidence, impressing the heck out of your audience by giving your talk without notes.

33 Top Guru

Best New Year's Resolution?

A 'Stop Doing' List prairie- stock grandmother.

"Your genetic energy level enables your lack of discipline," Rochelle continued. "Instead of leading a disciplined life, you lead a busy life."

She then gave me what I came to call the 2010 assignment. It goes like this: Suppose you woke up tomorrow and received two phone calls. The first phone call tells you that you have inherited $20 million, no strings attached.

The second tells you that you have an incurable and terminal disease, and you have no more than 10 years to live. What would you do differently, and, in particular, what would you stop doing? That assignment became a turning point in my life, and the "stop doing" list became an enduring

cornerstone of my annual New Year resolutions a mechanism for disciplined thought about how to allocate the most precious of all resources: time.

Rochelle's challenge forced me to see that I'd been plenty energetic, but on the wrong things.

Indeed, I was on entirely the wrong path. After graduate school, I'd taken a job at HewlettPackard. I loved the company, but hated the job. Rochelle's assignment helped me to see I was cut out to be a professor, a researcher, a teacher not a businessman and I needed to make a right-angle turn. I had to stop doing my career, so that I could find my real work.

I quit HP, migrated to the Stanford Business School faculty and eventually became with some remarkable good luck along the way

This Year's Resolution By Jim Collins

E ach time the New Year rolls around and

I sit down to do my annual resolutions, I reflect back to a lesson taught me by a remarkable teacher. In my mid-20s, I took a course on creativity and innovation from Rochelle Myers and Michael Ray at the Stanford Graduate School of Business, and I kept in touch with them after I graduated.One day, Rochelle pointed to my ferocious work pace and said, "I notice, Jim, that you are a rather undisciplined person."

I was stunned and confused. After all, I was the type of person who carefully laid out my BHAGs (big hairy audacious goals), top three objectives and priority activities at the start of each New Year. I prided myself on the ability to work relentlessly toward those objectives, applying the energy I'd inherited from my - www.successfoundationpakistan.com

Stop This

a self-employed professor, happily toiling away on my research and writing.Rochelle's lesson came back to me a number of years later while puzzling over the research data on 11 companies that turned themselves from mediocrity to excellence, from good to great.

In cataloguing the key steps that ignited the transformations, my research team and I were struck by how many of the big decisions were not what to do, but what to stop doing. In perhaps the most famous case, Darwin Smith of Kimberly-Clark a man who had prevailed

over throat cancer said one day to his wife: "I learned something from my cancer. If you have a cancer in your arm, you've got to have the guts to cut off your own arm. I've made a decision: We're going to sell the mills."At the time, Kimberly-Clark had the bulk of its revenues in the traditional paper business. But Smith began asking three important questions: Are we passionate about the paper business? Can we be the best in the world at it? Does the paper business best drive our economic engine?The answers came up: no, no and no. And so, Smith made the decision to stop doing the paper business to sell off 100 years of corporate history and throw all the resulting resources into the consumer business (building brands such as Kleenex), which came up yes, yes and yes to the same questions.

The start of the New Year is a perfect time to start a stop doing list and to make this the cornerstone of your New Year resolutions, be it for your company, your family or yourself.

It also is a perfect time to clarify your three circles, mirroring at a personal level the three

New Year Work Place Changes in 2014

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questions asked by Smith: 1) What are you deeply passionate about?

2) What are you are genetically encoded for what activities do you feel just "made to do"?

3) What makes economic sense what can you make a living at?

Those fortunate enough to find or create a practical intersection of the three circles have the basis for a great work life.

Think of the three circles as a personal guidance mechanism. As you navigate the twists and turns of a chaotic world, it acts like a compass.

Am I on target? Do I need to adjust left, up, down, right? If you make an inventory of your activities today, what percentage of your time falls outside the three circles?

If it is more than 50%, then the stop doing list might be your most important tool. The question is: Will you accept good as good enough, or do you have the courage to sell the mills?

Looking back, I now see Rochelle Myers as one of the few people I've known to lead a great life, while doing truly great work. This stemmed largely from her remarkable simplicity. A simple home. A simple schedule.

A simple frame for her work.

Rochelle spoke to me repeatedly about the idea of "making your life a creative work of art." A great piece of art is composed not just of what is in the final piece, but equally important, what is not. It is the discipline to discard what does not fit to cut out what might have already cost days or even years of effort that distinguishes the truly exceptional artist and marks the ideal piece of work, be it a symphony, a novel, a painting, a company or, most important of all, a life.

1. As the economy improves, companies of all sizes will be

hiring.But it won t be easy due to an expanding workforce shortage.

Companies have been reluctant to spend on training and development, leading to severe shortages of trained workers in many fields.

What can you do?The reality is, you may need to provide training to bring new employees up to speed.

2. Unemployment rates will stay relatively high.

Unfortunately, that won t help solve the talent shortage. Many of the long-term unemployed lack desirable work experience or life skills, or their skills have atrophied from being out of the workforce so long.

What can you do? TUnemployment can mean opportunity for small business owners to hire experienced, eager, often older workers who aren t interested in career paths. Look for workers who have made an effort to learn new things and keep their skills fresh. Also, be open to unemployed workers who are seeking to transition to a new industry because their prior careers are now obsolete.

3. Retention still matters. Employees will be more confident about job-hopping as the economy continues to strengthen. As the Affordable Care Act shakes out, people who held onto jobs just to keep their health insurance will finally be able to quit.

What can you do? If you haven t worried about keeping your employees engaged and happy, you d better start now. Find out where your employees envision being in one or five years and plan a program to get them where they want to be.

35 Top Guru

The Questions You Must Ask to Make 2014 a Great Year

By Craig Ballantyne a long It s journey from Toronto to I t s Hawaii. In February of 2008, I made the

trip to the island of Oahu for a sun and surf vacation. This required an 8-hour connecting flight from Dallas, back in the days without individual seat back televisions.

But I was ready.

The flight gave me the perfect opportunity to read a long-awaited book. I ended up learning so much from its author that I now consider him to be one of my greatest virtual mentors.

We ve since met a few times and I ve expressed my eternal gratitude. The book is Frank McKinney s,Make It Big. My original business mentor, Yanik Silver, often spoke of Frank s maverick approach to life and business. I knew I had to learn more about this larger than life icon. His book didn t disappoint. As soon as I arrived in Hawaii I copied out the names of the book chapters and I still review one of them each day in my "Guiding Documents". One of my favorite suggestions from Frank is to, "Spend time in introspection. Figure yourself out."

It's something I do every morning as soon as I wake-up. In fact I just finished another session before writing this essay for you. Each morning I pull

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out my Big Thinking journal and write down ten uncensored big ideas on how I can improve my business, health, wealth, and personal relationships. I also stay tun ed into Frank via his infrequent newsletters.

Sometimes he writes about training for ultramarathons, other times with stories from his latest home-building trip to Haiti through the Caring House Foundation.

Recently Frank shared seven important questions that we should all take time out of our busy schedules to answer. This year-end review is the perfect accompaniment to our 2014 goal setting plans. Pour yourself a cup of your favorite beverage, sit down in your favorite chair, and write down your answers to the following: 1) What has changed since the year started?

2) Where did you "exceed your known definition of greatness"?

3) Where did you fall short?

4) What did you learn about yourself or those around you that you didn't know before?

5) What are the areas in your life that need transformation?

6) Will you continue to focus on something you started here?

7) Could you apply this discipline elsewhere, such as marriage, exercise, a job, your social life, etc.?

Take time to spend in introspection with those questions. They will help you identify mistakes of the past and how you can turn 2014 into a year where you possibly become a millionaire, get back in shape, rekindle an important

personal relationship, or make a dent in the universe through your giving and value adding.

Frank writes:"Remember that more change happens in the mind than in reality. Be sure to observe and acknowledge how you've evolved, matured, or otherwise improved your mindset as well as the tangible results you've produced.

Roll with the punches, baby. Be honest with yourself.

"A transformation is an active pursuit, one that requires initiative, drive, desire, planning, and follow-through. Conduct an open-eyed, honest review."Then go live your life. Take some chances, even if there's the possibility of failure.

Be an opportunist, keeping an open mind and seeing new possibilities you might never have considered before."Take stock. Spend time by yourself thinking about yourself.

It's what millionaires do.

It might be uncomfortable.

But it will be worth every minute.

Don't dwell on past mistakes because that will get you nowhere. Instead, focus on what you can and WILL do today, tomorrow, and the rest of your life, and all of the great things that will happen because of your actions.

Don't wait for the 'time to be right' (i.e. until it's too late) to take action on your goals. If there's something you really want to do - if there is a dream body you want to achieve or a change in life you need - then find a way to do it now.

Instead of waiting, just get started.

Focus on replacing your bad habits and thought patterns, one-by-one, over time, with good habits and thought patterns. One step at a time, done over time, leads to powerful changes in your life.Everything you do is either moving you closer to or farther away from your goals. So which way will you be moving today?Remember that every action has an impact.Remember that every decision makes things better or worse.

Remember that everything counts, as my friend Gary Ryan Blair says.Set your goals. Follow your dreams. Start today. Start right now.What can you do right now to move closer to your goals?

36 Top Guru

Do

has never been a better time in all of T here human history to be alive than today. There

are more opportunities for you to accomplish more things, in more different fields, engaging in more different activities, than have ever existed before. Resolve today to make 2014

are no limits on your future if you can focus and concentrate every hour of every single day.

The starting point of setting goals for the coming year is for you to project forward and think back. Practice what we call "Back from the Future" thinking. Project forward to the

the very best year of your life. Resolve today to draw a line under your past and to focus very clearly on your future. Resolve today that you are going to set goals, make plans, take actions and achieve more in the coming year than perhaps you have ever accomplished in any one single year before. One of the great rules for success is this: "It doesn't matter where you're coming from; all that really matters is where you're going!"

No matter what you have done or accomplished in the past, "that was then and this is now."The very best days, weeks, months and years of your life lie ahead. The most exciting accomplishments and the greatest achievements are still to come. As Shakespeare said, "The past is merely a prelude." As it happens, everyone has goals. But some people seem to accomplish their goals far more systematically and with greater assurance than others. Why is this? The answer is simple. People who accomplish goals at a higher rate than the average are people who use a systematic, proven method of goal setting and goal attainment. Perhaps the two most important qualities of success are focus and concentration.

Focus means knowing exactly what it is you want and concentration means having the discipline to concentrate single-mindedly on one thing, the most important thing, until it is complete. If you have these qualities, and both of these qualities are learned through practice, you can accomplish virtually anything. There

end of the next twelve months and ask yourself, "If everything happens perfectly, what will it look like?"

The one quality of men and women who become leaders in their own lives and societies, throughout all of history is the quality of vision.

They have the ability to visualize. They can see the future well in advance of it becoming a reality. They can then see the steps that they will need to take to get from where they are to where they want to go.So if your next twelve months were ideal, in every respect, what would happen or, what would have happened, at the end of that twelve month period?ĂŠ You need to set goals that are multi-dimensional.

You need to set goals for every part of your life so that you function like a well-oiled machine, like a balanced wheel that goes around smoothly in every respect. You need goals for your health, for your career, for your finances, for your relationships, for your personal and professional development, for your community and for your spiritual growth. Nothing happens by accident. Everything happens for a reason.

And you are the "primary creative force" in your own life. You are the reason. Things are happening in your life because you make them happen, not because you sit around and wait for them to happen.

Here is the basic seven-step model of goal setting. You can use this like breathing in and breathing out on a regular basis to accelerate your attainment of any goal you can imagine

The Impossible Back from the Future Thinking: Action Program For Success

By Brian Tracy www.successfoundationpakistan.com

decide exactly what you want. This immediately moves you into a separate category of people because most people have no idea of what they really want. Clarity is the most important single quality of goal-setting and perhaps the most important single quality of success.

Decide exactly what you want in each area of your life. Instead of fuzzy goals like more money, better health and happiness, be specific about exactly how much more money you want to earn in a specific period of time and combine that with exactly what level of health and fitness you desire. Most people are unconsciously preoccupied with the fear of failure.

It is the greatest single obstacle to success in adult life. And the fear of failure can work on you unconsciously by blocking you from setting clear specific goals. Why? Well, if you don't set clear, specific goals, then you can't fail to achieve them. So your subconscious mind is actually protecting you by helping you to avoid failure. You must resist and overcome this tendency by having the courage to be bold and specific about exactly what you want. This is step number one.

Step number two is for you to write it down.

Only three percent people have written goals.

Everyone else, that thinks about a written goal and plans to write them down someday. But they never get around to it. Most people spend more time making a list of groceries before they go shopping or planning a vacation than they do in planning their lives. But again, this is not for you. Success begins with a pad of paper, a pen and a few minutes of your time.

One of the most important keys to success is to "think on paper."

All successful people "think on paper." And here are two important points. If you cannot write it down clearly and specifically on a piece of paper, then it means that you are not really clear about it yourself. Perhaps you don't even want it. What is worse, it may be that you are afraid that you may not attain it.

Nonetheless, a goal that is written down is merely a fantasy or a wish. A goal that is clearly written and described on a piece of paper takes on a power of its own, it is now something concrete that you can touch and feel and work with.The second principle of writing goals down is that something miraculous happens between the head and the hand. When you actually write a goal down, it is as if you are programming it into your subconscious mind and activating a whole series of mental powers that will enable you to accomplish more than you ever dreamed of.

By writing it down you intensify your desire for the goal and you increase your belief that the goal is possible.You begin to expect to achieve the goal and you start to attract people and circumstances into your life that are consistent with the attainment of the goal.

Writing your goal down is one of the most amazing of all goal-setting skills and it is a key to your success.

The third step is for you to set a deadline. If it is a large goal, set a series of sub-deadlines.

A deadline acts as a "forcing system" on your subconscious mind and begins to move you toward your goal rapidly while it moves your goal toward you. Sometimes people ask me, "What if I set a goal and I don't achieve it by the deadline?" The answer is simple. Set another deadline.

Remember, a deadline is a guess-timate of when you will achieve it. Sometimes you will achieve your goal well in advance of your deadline. Sometimes goals will take much longer than you expect. But you must have a target time before you set off. It is like making a reservation at a restaurant. You may be five minutes early or five minutes late, but you always have a specific time for which your dinner is reserved.

The fourth step is for you to make a list of everything you could possibly think of that you will have to do to achieve your goal. The more comprehensive your list, the more motivated you will become, the more intense will be your desire and the more you will believe it possible.

One of the things that hold people back is even if they get to the point of a written goal; they do not take the time to lay out a list of all the little things they will have to do to get there.

And with additional experience, you will add new items to your list until it finally becomes complete.The fifth step of goal setting is for you to take your list and organize it into a plan.

A plan is really quite simple. It is a list organized by priority and importance. You decide what you will do first and what you will do later. You decide what is more important

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and what is less important. And most of all, you decide upon the one thing that is more important than anything else that you can do immediately to begin moving more rapidly towards your goal.

Step number six is for you to "take action!"

This is the big killer for most people. They are procrastinators. They have great ideas combined with great hopes and dreams. They may even get to the point of writing down their goals. But when it comes to taking action, they always have a reason or excuse to procrastinate to put it off until a later time.

However, as the Bible says, "Faith without deeds is dead."

It is when you launch toward your goal that you begin to feel the desire and power that goes along with goal setting. And once you have launched toward your goal, it is much easier for you to continue moving in that direction.

Step number seven is for you to do something every day to move you toward your major goal. Never let a day go by without you engaging in some action that helps you move another step in the direction of what you really, really want in life.

Remember, you can't hit a target that you can't see. And if you don't know where you are going, any road will get you there. The simple seven step act of deciding exactly what you want, writing it down, setting a deadline, making a list, organizing the list into a plan, taking action on the most important item on your list and then doing something every day towards your goal will change your life and your future in ways that you cannot even dream of today.

38 Strategy

Playing To Win How Strategy Really Works

ow are you going to win in the period ahead?" That's the key question behind developing strategy.To win at anything worthwhile, you need a game plan. Professional sports teams know this, and this idea applies to your organization, your department, your team - and even to yourself as an individual.to be successful means knowing how to use your talent and resources to best advantage, and it's very difficult to "win" if you don't have this game plan in place. This article introduces you to a common-sense, systematic approach to strategy development.

Approaches to Strategy:-In a for-profit company, for which competition and profitability are important, your goals will differ from those of a nonprofit or government department. Likewise, objectives for a department or team will have a different scope from objectives for your organization as a whole.For example, and depending on scope and circumstances, you may want to develop strategies to: ·Increase profitability. ·Gain more market share. ·Increase approval ratings, or boost customer satisfaction. ·Complete a project under budget.

To determine your strategy, you must understand fully the internal and external environmental factors that affect you. With that understanding, you can identify your clear advantages and use these to be successful.

"H

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From there, you can make informed choices and implement your strategy effectively.

So, strategy creation follows a three-stage process: 1.Analyzing the context in which you're operating.

2.Identifying strategic options.

3.Evaluating and selecting the best options.

We'll look at this process, and review some useful tools that can help you develop your strategy.

Stage 1: Analyzing Your Context and Environment:- In this first stage, you ensure that you fully understand yourself and your environment. Do the following: ·Analyze your organization ·Firstly, examine your resources, liabilities, capabilities, strengths, and weaknesses. A is a great tool for uncovering what you do well and where you have weaknesses, providing that you use it rigorously. It's much easier to achieve your objectives when your strategy uses your strengths without exposing your weaknesses. ·Also, look at your. These highlight your unique strengths, and help you think about how you can set yourself apart from your competitors. ·Analyze your environment ·Now you need to examine your current operating environment to predict where things are moving. Are there exciting opportunities that you should pursue? What future scenarios are likely in your industry, and how will these

impact the work that you do? · PEST Analysis,Porter's Diamond, and Porter's Five Forcesgreat starting points for analyzing your environment. They show where you have a strong position within the larger environment, and where you may have issues. ·As you prepare to create your strategy, make sure that you're working in a way that's aligned with changes in your operating environment, rather than working against them. These external factors are often beyond your control, so if you pursue a strategy that requires a change in one of these elements, you may have a long, exhausting, unprofitable battle ahead of you.

Tip: A can help you with your internal and external analysis. This framework combines everything you learned in your SWOT Analysis (TOWS is SWOT in reverse), and then applies it to developing a strategy that either maximizes strengths and opportunities, or minimizes weaknesses and threats. ·Analyze your customers and stakeholders ·Your strategy defines how you'll win, and winning is typically framed by how well you satisfy your customers. For-profit companies must keep their customers and shareholders happy. Governments, nonprofits, and project teams all have other stakeholders to satisfy as well. Strategy creation must consider these needs. ·Identify your clients and stakeholders. What

do your clients want? And who are the key stakeholders in your success? A will help you uncover these needs and preferences. ·Also, look at your market in detail. Answer key questions such as "How is our?", "What subpopulations can we reach cost-effectively?" and "What is our optimal?" ·Analyze your competitors ·In a traditional for-profit company, you must understand how your products compare with competitors' products, and what your competitors' competencies are. How easy, or difficult, is it to enter your market? What alternatives do customers have? ·Our article on helps you identify ways in which you can compete effectively. You'll also find many useful tools that can help you understand competitors in our article on. ·Non-profits, departmental teams and projects have competitors too. Other projects and teams within the department compete for money and other resources. Therefore, you must prove that you can, meet objectives, and contribute to organizational success.

Stage 2: Identifying Strategic Options In Stage 1, you developed an understanding of how your organization or team fits within the context of the internal and external environments. Now it's time to think about the different things that you could do to create a clear advantage, and meet your objectives.

Here are some fundamental activities that can help you make this decision. ·Brainstorm options ·Use creativity tools likeÊ,ÊÊandÊÊto explore projects that you could run to develop competitive advantage. Guide your brainstorming with reference to the organization's mission statement, but, depending on your role in the organization, consider how far you should be constrained by this. ·Examine opportunities and threats ·Your SWOT Analysis identified some of the main opportunities and threats you face. Using this as a starting point, brainstorm additional ways to maximize your opportunities, minimize your threats, or perhaps even turn your threats into opportunities. ·Solve problems ·A problem-solving approach can also help at this stage. If your problem is that you're not achieving your goals, ask yourself how you can ensure that you do. (If everyone in your industry finds it hard to deal with a particular problem, then you may gain a competitive edge by dealing with it.) ·For example, if you want to increase your customer satisfaction ratings in an industry plagued by poor customer relations, your starting position is "low satisfaction."

Brainstorm why this is the case, and create strategic options that would increase satisfaction.

Stage 3: Evaluating and Selecting Strategic Options The final stage is to evaluate strategic options

in detail, and select the ones that you want to pursue. ·Evaluate options ·By this stage, you've probably identified a range of good projects that you could run. You must now evaluate these to choose the best strategic options. Consider every option you've identified, but don't make a final judgment until you've completed your assessment. ·Start by evaluating each option in the light of the contextual factors you identified in Stage 1. What do these tell you about each option? ·Possible negative consequences of each option, which can be very easy to miss. Make sure that you explore these thoroughly. ·Many options will be analyzed on a financial basis. Here, techniques likeÊ,ÊÊ, use ofÊ, and are helpful. ·Grid Analysis is particularly helpful for bringing together financial and non-financial decision criteria. It helps you weight individual decision criteria, and consider subjective features - like team fit and the likelihood of team buy-in - as well as objective, tangible factors like cost and return on investment. ·Choose the best way forward With your evaluation complete, you now must choose the best strategic option or strategic options, making sure that you don't choose so many options that you spread your resources too thinly. ·Check your ideas for consistency with your organization's,and update these if necessary.

It's easy to forget about these critical elements during strategic planning, so ensure that what you want to "win" is something that contributes towards the organization's overall purpose. ·Check your assumptions using the. This helps you confirm the soundness of the reasoning process used to develop your strategy.

Tip: here's a lot of debate and disagreement about the best way of developing a strategy. Don't

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be afraid to adapt this approach to your own, specific circumstances!

Implementing Strategy It's no good developing a strategy if you don't implement it successfully, and this is where many people go a s t r a y. Ê See our articles onÊÊand theÊÊfor ways of bridging the gap between strategy development and implementation, and ourÊÊsection for the techniques you'll need to use to implement strategy successfully.

Key Points Your strategy tells you how you'll achieve success, no matter how that success is defined.

And whether you're developing a strategy at the personal, team or organizational level, the process is as important as the outcome.

Identify your unique capabilities, and understand how to use these to your advantage while minimizing threats. The process and tools identified above will help you identify a variety of potential strategies for success, so that you can ultimately choose the one that's right for you.

Apply This to Your Life Practice strategy development by thinking about your own, personal circumstances.

Complete the analyses below to think about your personal way forward. Here are some key questions to consider: ·What are your personal strengths, weaknesses, opportunities or threats, and what are your "core competencies"? ·What are you capable of achieving if you put your mind to it? ·What are the "big picture" trends in your environment? ·How can you monitor or adapt to these external factors? ·Who are the people who are important to your success (your stakeholders)? ·What options do you have? ·Which of these should you consder?

40 Team Managment

Team-Building Exercises Planning Activities That Actually Work

ou've probably been involved in a team-building exercise at some point. Perhaps it was a weekend retreat, or an afternoon at the climbing gym learning to rely on one another, or a day on the golf course getting to know everyone. But, whether or not you and your colleagues enjoyed the experience, what happened when your team members returned to the office? Did they go back to their usual behavior perhaps arguing over small assignments, or refusing to cooperate with each other? The 'day of fun' may have been a nice break from business, but did your colleagues actually use any of the lessons that they learned once they were back in the workplace?

Too often, managers plan an activity with no real thought or goal in mind. This tends to be a waste of time and managers risk losing the team's respect when they plan an exercise that doesn't actually help those involved.

Team-building exercises can be a powerful way to unite a group, develop strengths, and address weaknesses but only if the exercises are planned and carried out strategically. In other words, there has to be a real purpose behind your decision to do the exercise for example, improving the team's problem-solving or creativity skills rather than because you felt like giving your people a nice day out of the office.

Team Building That Actually Builds Teams The most important step when planning a team-building exercise comes at the very beginning: you must start by figuring out what challenges your team faces. Only then can you choose exercises that will be effective in helping them work through these issues. Spend time thinking about your team's current strengths and weaknesses.

Ask yourself these questions to identify the root of any problems: Are there conflicts between certain people that are creating divisions within the team?

Do team members need to get to know one another?

Do some members focus on their own success, and harm the group as a result?

Does poor communication slow the group's progress?

Do people need to learn how to work together, instead of individually?

Are some members resistant to change, and does this affect the - www.successfoundationpakistan.com Success Magazine (00)- www.successfoundationpakistan.com

group's ability to move forward?

Do members of the group need a boost to their morale?

Once you've identified the causes of your team's issues, you can plan exercises that will address these problems. This will help your team to derive real benefit from the event and feel that it was worth their while.

Examples of Team-Building Exercises There are literally hundreds of team-building exercises that address a wide range of issues. We've separated just a few basic, straightforward examples into sections that focus on the most common challenges for teams. Here are some basic exercises you could try, if you're faced with issues of communication, stereotyping, or trust in your team.

Improving Communication Back-to-Back Drawing Divide your group into pairs, and have each pair sit on the floor back to back. Give one person in each pair a picture of a shape, and give the other person a pencil and pad of paper.

Ask the people holding the pictures to give verbal instructions to their partners on how to draw the shape without actually telling the partners what the shape is. After they've finished, ask each pair to compare their original shape with the actual drawing, and consider the following questions: How well did the first person describe the shape?

How well did the second person interpret the instructions?

Were there problems with both the sending and receiving parts of the communication process?

Survival Scenario This exercise forces your group to communicate and agree to ensure their 'survival.' Tell your group that their airplane has just crashed in the ocean. There's a desert island nearby, and there's room on the lifeboat for every person plus 12 items they'll need to survive on the island. Instruct the team to choose which items they want to take. How do they decide? How do they rank or rate each item?

Eliminating Stereotypes and "Labeling" Stereotype Party This is a fun exercise for a medium-sized or large group. Write on nametags many different 'personality types (see the list below), and pin or tape one tag to each person's back. Don't show

people which tag is on their back they'll be able to see everyone else's tag, but not their own. Now, ask each person to figure out which personality type is on his or her back by asking stereotype-based questions of other people Am I a man? Am I an athlete? Am I an entertainer? and so on. Allow group members to answer only yes or no, and encourage participants to ask questions to as many different people as possible.Here are some personality types you could consider: Auto mechanic.

Olympic medalist.

Professor.

Fast-food restaurant worker.

Postal worker.

Movie star.

Building Interdependence and Trust Human spring Ask group members to stand facing each other in pairs.

Their elbows should be bent, with their palms facing toward each other.

Instruct them to touch their palms together, and gradually start leaning toward each other, so that they eventually hold each other up. Then, instruct everyone to move their feet further and further back, so that they have to depend solely upon their partners to remain standing.

Mine field This is a great exercise if you have a large room or outdoor field. Set up a 'mine field' using chairs, balls, cones, boxes, or any other object that could potentially be an obstacle and trip someone up. Leave enough space between the objects for someone to walk through. Next, divide your group into pairs. Pay attention to who you match with whom. This is a perfect opportunity to work on relationships, so you might want to put together people who have trust issues with each other. Blindfold one person, the 'mine walker' this person is not allowed to talk. Ask his or her partner to stay outside the mine field, and give verbal directions, helping the mine walker avoid the obstacles,

and reach the other side of the area.

Before you begin, allow partners a few minutes to plan how they'll communicate. Then, make sure there are consequences when people hit an obstacle. For example, perhaps they have to start again from the beginning.

What Not to Do If you were a marathon runner, would you train just a few times a year for your next race? Of course not. You would run almost every day. Why? Because only through regular, continuous training and exercise would you have a chance at winning.

Team building works on the same principle. Most managers plan one or two events per year, and that's it.

There's rarely any regular 'training' or follow-up, and this can hold back the group's long-term success.

Effective team building needs to happen continuously if you want your group to be successful. It needs to be part of the corporate culture.

If you lead a group, aim to incorporate team-building exercises into your weekly or monthly routine. This will help everyone address their different issues, and it will give them a chance to have fun, and learn to trust one another more than just once or twice a year.

Finally, make sure that your teambuilding exercises aren't competitive.

Think about it competition tends to make one person or team work against another. This probably isn't a good way to build team spirit and unity.

More likely, it's a way to divide a group.

Many companies use sports for teambuilding activities. Yes, baseball and soccer can be fun, and some people will enjoy it. But these activities can do far more harm than good if they focus just on competing, and they can really de-motivate people who are not particularly good at these sports. Plan an event that makes people truly depend on others to succeed, and stay away from competition and 'winning.'

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Con from Our Leadership Motivation Assessment can help you see clearly how motivated you are in your leadership role. If you need to increase your motivation to lead, it directs you to resources that can help.

Be hopeful and find something good Motivated leaders are usually optimistic, no matter what problems they face.

Adopting this mindset might take practice, but it's well worth the effort.Every time you face a challenge, or even a failure, try to find at least one good thing about the situation. It might be something small, like a new contact, or something with long-term effects, like an importantlesson learned. But there's almost always something positive, if you look for it.

4. Empathy For leaders, having empathy is critical to managing a successful team or organization. Leaders with empathy have the ability to put themselves in someone else's situation. They help develop the people on their team, challenge others who are acting unfairly, give constructive feedback, and listen to those who need it.

If you want to earn the respect and loyalty of your team, then show them you care by being empathic.

How can you improve your empathy?

Put yourself in someone else's positionÊ It's easy to support your own point of view. After all, it's yours! But take the time to look at situations from other people's perspectives. See our article on Perceptual Positions for a useful technique for doing this.

Pay attention to body languag.Perhaps when you listen to someone, you cross your arms, move your feet back and forth, or bite your lip. ThisÊbody language tells others how you really feel about a situation, and the message you're giving isn't positive! Learning to read body language can be a real asset in a leadership role, because you'll be better able to determine how someone truly feels. This gives you the opportunity to respond appropriately.

Respond to feelingsÊ You ask your assistant to work late again. And although he agrees, you can hear the disappointment in his voice. So, respond by addressing his feelings. Tell him you appreciate how willing he is to work extra hours, and that you're just as frustrated about working late. If possible, figure out a way for future late nights to be less of an issue (for example, give him Monday mornings off).

5. Social skills Leaders who do well in the social skills element of emotional intelligence are great communicators. They're just as open to hearing bad news as good news, and they're expert at getting their team to support them and be excited about a new mission or project.

Leaders who have good social skills are also good at managing change and resolving conflicts diplomatically.

They're rarely satisfied with leaving things as they are, but they don't sit back and make everyone else do the work: They set an example with their own behavior.

How can you build social skills?

Learn conflict resolution Leaders must know how to resolve conflicts between their team members, customers, or vendors. Learning conflict resolution skills is vital if you want to succeed.

Improve your communication skills How well do you communicate? Our communication quiz will help you answer this question, and it will give useful feedback on what you can do to improve.

Learn how to praise others As a leader, you can inspire the loyalty of your team simply by giving praise when it's earned. Learning how to praise others is a fine art, but well worth the effort.

42 Stress Management

12

Strategies for

Controlling Aggression is an acid that can do more harm to A nger the vessel in which it is stored than to

anything on which it is poured.Ê Mark Twain All of us experience anger from time to time.

It's a normal, commonly experienced emotion.

However, anger can be incredibly destructive if we don't know how to control it. Frequent or misplaced anger can hurt our reputations, destroy our relationships, limit our opportunities, and even damage our health.

Understanding Anger According to psychologist T.W. Smith, anger is "an unpleasant emotion ranging in intensity from irritation or annoyance to fury or rage."

Every day, we can experience things that could make us angry. Common causes include feelings of: Frustration.

Hurt.

Harassment.

Injustice, regardless of whether real or perceived.

Other causes include: Requests or criticisms that we believe are unfair.

Threats to people, things, or ideas that we hold dear.

People experience anger in different ways and for different reasons. Something that makes

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you furious may only mildly irritate someone else. This subjectivity can make anger difficult to understand and manage. It also highlights that your response to anger is up to you.

The Dangers of Anger An appropriate level of anger energizes us to take proper actions, solve problems, and handle situations constructively.

However, uncontrolled anger leads to many negative consequences, especially in the workplace. For instance, it can damage relationships with our bosses and colleagues; and it can lead people to lose trust and respect for us, especially when we react instantly and angrily to something that we've misperceived as a threat.

Anger also clouds our ability to make good decisions and find creative solutions to problems. This can negatively affect our work performance.

Frequent anger poses health risks too. Medical studiesÊfound that people who get angry regularly are more likely to suffer from coronary heart disease, eating disorders, and obesity. Research has also found a correlation between anger and premature death. Further studies have found that there is a link between anger and conditions such as anxiety and depression.

Managing Anger We manage anger when We learn to defuse it before it becomes destructive.

Below, we've outlined 12 strategies that you can use to control anger when you experience it. These reflect an abridged version of 17 strategies that Drs Redford Williams and Virginia Williams described in their best-selling book, "."

1. Acknowledge That you Have a Problem If you find it difficult to manage your anger, the first thing you need to do is to be honest with yourself and acknowledge that you have a problem. You can then make a plan to deal with it.

2. Keep a Hostility Log Do you know what causes your anger? Chances are, you don't understand why you react angrily to some people or events. Download our hostility logÊÊto monitor the triggers and the frequency of your anger. When you know what makes you angry, you can develop strategies to channel it effectively.

3. Use Your Support Network Let the important people in your life know about the changes that you're trying to make.

They can motivate and support you if you lapse into old behaviors. These should be giveand-take relationships. Put some time aside

every day to invest in these relationships, especially with close friends and family. You need to be there for them, just as they're willing to be there for you. You can alleviate stress when you spend time with people you care about. This also helps you control your anger.

4. Interrupt the Anger Cycle When you start to feel angry, try the following techniques: Yell "Stop!" loudly in your thoughts. This can interrupt the anger cycle.

Use physical relaxation techniques likeÊdeep breathing or Êcentering.

Count to 20 before you respond.

Manage your negative thoughts withimageryand positive thinking.

Close your office door or find a quiet space, and meditate for five minutes.Distract yourself from your anger visit your favorite website, play a song that you like, daydream about a hobby that you enjoy, or take a walk.

Another approach is to consider the facts of the situation, so that you can talk yourself out of being angry. To use this strategy, look at what you can observe about the person or si tuation, not what you're inferring about someone's motivations or intentions. Does this situation deserve your attention? And is your anger justified here? When you look only at the facts, you'll likely determine that it's unproductive to respond with anger.

5. Use Empathy If another person is the source of your anger, useÊempathy to see the situation from his or her perspective.Be objective here. Everyone makes mistakes, and it is through mistakes that people learn how to improve.

6. See the Humor in Your Anger Learn to laugh at yourself and do not take everything seriously. The next time you feel tempted to lash out, try to see the humor in your expressions of anger. One way to do this is to "catastrophize" the situation. This is when you exaggerate a petty situation that you feel angry about, and then laugh at your selfimportance. For example, imagine that you're angry because a sick team member missed a

day of work. As a result, a report you were depending on is now late. To catastrophize the situation, you think, "Wow, she must have been waiting months for the opportunity to mess up my schedule like this. She and everyone on the team probably planned this, and they're probably sending her updates about how angry I'm getting." Obviously, this grossly exaggerates the situation. When you imagine a ridiculous and overblown version of the story, you'll likely find yourself smiling by the end of it.

7. Relax Angry people let little things bother them. If you learn to calm down, you'll realize that there is no real need to get upset, and you'll have fewer angry episodes. RegularÊexercisec an help you relax in tense situations. When possible, go for a walk, or stretch and breathe deeply whenever you start to feel upset. You will also feel more relaxed when you get enough sleep nd eat a healthy diet. Dehydration can often lead to irritability too, so keep hydrated throughout the day by drinking plenty of water.

8. Build Trust Angry people can be cynical. They can believe that others do things on purpose to annoy or frustrate them, even before anything happens.

However, people often focus less on you than you might think! Build trust with friends and colleagues.That way, you'll be less likely to get angry with them when something goes wrong. You'll also be less likely to attribute the problem to malicious intent on their part.

To build trust, be honest with people. Explain your actions or decisions when you need to, and always keep your word. If you do this consistently, people will learn that they can trust you. They'll also follow your lead, and you'll learn that you can trust them in return.

9. Listen Effectively Miscommunication contributes to frustrating situations. The better you listen to what someone says, the easier it is to find a resolution that doesn't involve an angry response. So, improve yourÊactive listening skills. When

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others are speaking, focus on what they're saying, and don't get distracted by formulating your response before they've finished. When they're done speaking, show that you listened by reflecting back what they have just said.

10. Be Assertive Remember, the word is "assertive," not "aggressive." When you're aggressive, you focus on winning. You care little for others' feelings, rights, and needs. When you're assertive, you focus on balance. You're honest about what you want, and you respect the needs of others. If you're angry, it's often difficult to express yourself clearly. Learn toÊassert yourselfÊÊÊand let other people know your expectations, boundaries, and issues.

When you do, you'll find that you develop self-confidence, gain respect, and improve your relationships.

11. Live Each Day as if it's Your Last Life is short. If you spend all of your time getting angry, you're going to miss the many joys and surprises that life offers. Think about how many times your anger has destroyed a relationship, or caused you to miss a happy day with friends and family. That's time that you'll never get back. However, you can prevent this from happening again the choice is yours.

12. Forgive and Forget To ensure that you make long-term changes, you need to forgive people who have angered you. It's not easy to forget past resentments, but the only way to move on is to let go of these feelings. (Depending on what or who is at the root of your anger, you may have to seek a professional's help to achieve this.) So, start today.Make amendswith one person that you've hurt through your anger. It might be difficult, but you'll feel better afterwards. Plus, you'll be one step closer to healing the relationship.

Tip: These strategies are only a general guide. If anger continues to be a problem, you might need to seek the help of a suitably qualified health professional, especially if your anger hurts others, or if it causes you physical pain or emotional distress.

44 Customer Service

Protect Your Customer Base By: Michael Leimbach, Ph.D

S

ellers as well as buyers are taking stock of priorities as the economy continues to show weakness across most industries. As a result, most sales organizations are pursuing new business which often means taking advantage of competitors complacency or mistakes in providing service to customers.

In the face of relentless competitive pressure, sales leaders are looking for smart answers to an urgent question: How can we protect our customer base from erosion as competition intensifies? While there are a variety of potential answers to this question, most fail to get to the crux of the problem: a lack of understanding of how customers want to buy, and a subsequent failure to apply the right resources in to the right accounts to ensure protection from predatory competition.The following discussion offers three effective strategies for strengthening your relationships with your most profitable customers. The goal is to first free up resources that may be tied up in unproductive accounts. These resources can then be applied to create value for your best customers, which will make them resistant to even the most persuasive cost-cutting competitor.

Strategy 1: Assess Your Portfolio

To strengthen ties with your best customers, start by making sure you know who those customers are. Analyze the type and quality of business delivered by each account, and assess the cost of sales compared to revenues.

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Are some customers using resources that could be better spent on securing more profitable relationships? Are there customers with the potential to provide more business? And what is the status of your relationship with your loyal customers who offer a steady flow of good opportunities? Are they getting the attention and level of service they expect and deserve?When it comes to the less-productive accounts, sales leaders are sometimes surprised to discover how much it costs to keep customers who are not consistently providing good sales opportunities. Often these same customers demand value-added services they don t want to pay for. The resources spent to keep these accounts might be better applied to building value for other customers.

As you evaluate your better, more profitable accounts, look for those that were more productive in the past. These may have the potential to provide more business again in the future. And look carefully for customers with whom you have a relationship, but where business may have fallen off due to benign neglect or a lack of adequate service. These should be viewed as at risk. With renewed focus and a greater investment of resources, some of these customer relationships could be the source of more revenues.

But how do you determine which customers are too costly, and which should be kept and strengthened?

What is needed is an objective way to evaluate

which customers are your real keepers, and which ones should perhaps be fired. Below are some questions you might want to ask to get a more systematic analysis of your account portfolio.

Questions to Ask About Your Important Accounts

How do you know which accounts are the most profitable?

You are probably tracking sales per customer, and know the sales and revenues you are gaining per account. But how recently have you compared the cost of sales for key customers? Do you know what you are spending in terms of time and other resources to gain those revenues? If you are tracking COS you may have this data, but many sales leaders say they have focused primarily on the top line and do not necessarily compare the COS to revenue per account.

Are you aware of which accounts are regularly providing good, winnable opportunities?

As you review your customers, look closely at the quality and quantity of opportunities in each account. Ask these three questions: Is there a consistent flow of real opportunities?

Do the opportunities tend to bring true value for both your organization and the customer?

Do you generally win the opportunities you identify, or are you competing for business at the cost of discounting and providing

value-added services the customer doesn t pay for?

Do any of your current customers have potential to deliver more sales?

Did any of your accounts previously provide more business?

Are there accounts that have been neglected or taken for granted?

You may find that some of your long-time customers, even key accounts, are taking up resources such as technical advice, consulting, and other services they don t pay for. And some of these customers are not yielding a comparable amount of good business.

Consider cutting your ties or pulling back from these accounts, and re-allocate the resources to build stronger connections with genuinely profitable customers. Also look at renewing relationships with accounts that have potential for increased business.

Strategy 2: Strengthen and Protect Big R Relationships

As you assess your current business, determine what type of relationship you currently have with each customer, and what kind of relationship you want. First, it s important to keep in mind the difference between what could be called a Big R and little r relationship. We define Big R as long-term relationships with strong company-tocompany connections. The best of these customers are loyal to your organization for reasons to be reviewed in a moment and provide a steady flow of good business.

We define little r relationships as the networks of interpersonal connections sales reps must build with individual customers.

These little r relationships built on personal trust and confidence in the sales rep are absolutely necessary, but not sufficient to protect a customer from predatory competitors.

As every salesperson knows, individual contacts may change roles, leave the company, or otherwise become unavailable to influence buying decisions. (One study suggests that as many as 33% of employees change jobs each year. ) When the relationship between your two companies is strong, the loss of even a key contact is less likely to affect the customer s commitment and ongoing sales.

So one question to ask is: How many Big R relationships do you have among your productive accounts, and what are you doing to make sure these customers continue to do business with you? The advantage of having these customers in your mix of accounts is that price is usually secondary for them.

Typically they are buying solutions from you that are more integrated into how they do business and for which they may lack expertise. Their concerns are with the kind of training and support you offer, your track record and stability, and your capability to grow with them. These factors create switching costs. This means it is not easy for these companies to change suppliers without incurring significant costs associated with re-

training, disruption of their business, and other issues.

To retain these Big R customers, you need to:

Provide high-quality support and service commensurate with the customer s investment in your offering and the relationship.

Keep them well informed about your organization s technology, business direction, and development of new capabilities and products.

If you find that you have a lot of these types of accounts, make sure they are paying their way. If they are, make sure they are being well served and are completely satisfied with the relationship. Most salespeople can only manage a few of these accounts at best, as they do tend to require a lot of hand-holding and rightly expect quick responses to their questions, problems, or concerns. If they don t receive the level of support they need, they may begin to question the wisdom of remaining locked into your solutions.Ê This is why it is so critical to make sure you are not neglecting the needs of these customers, and that there are adequate resources available to keep the relationship strong and thriving. As long as you are demonstrating your understanding of what these customers need from your organization, your competitors are unlikely to make headway, even if they offer the lure of discounted prices.

Strategy 3: Build a Strong Track Record with Your Important Customers

Think of your Big R customers as buying in a Relationship style. Then think of another set of customers you have who do not buy from you all the time, but buy regularly on a repeat transaction basis order by order. These customers can provide very good opportunities, and may even be the bread and butter accounts you count on for a regular stream of profitable business. Unlike your long-term Relationship customers, however, these Transaction customers typically avoid getting locked in to a given supplier. Their business model and the products they buy make it possible for them to play the field if they wish, as they are not going to incur much in the way of switching costs. These companies are less dependent on a supplier for support, expertise, or long-term mutual growth that is viewed as a commodity and are more likely to be responsive to offers of price reductions. How do you ensure you don t lose these Transaction customers to competitors? By providing them with what they care about the most: 1.Price: These customers do care about getting a competitive price and are vulnerable to cost cutters.

2.Conformance to specifications: They may have quality specifications and other

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requirements they expect to be met; it s important to make sure they receive exactly what they need, every time.

3.Delivery: How and when do your Transaction customers need and expect delivery? If you can be faster than your competitors or more able to deliver at certain locations at certain times, you will have a competitive advantage with these customers.

4.Availability: Transaction customers need to know they can rely on you to have what they need, when they need it. A supplier who runs out of stock or asks the customer to wait to receive the materials or products they need may not get another chance to fulfill an order.

So these Transaction customers have the advantage of being low maintenance and lower cost in terms of demands on your sales resources. At the same time, it is critical to pay attention to hitting their targets every time with quality and consistency. They need to feel you are providing them with a fair competitive price, a product or service that consistently meets their specifications, and delivery and availability that fulfill their expectations without exception. Since they do have choices and it costs them little to switch from one supplier to another, it is imperative to be responsive to the concerns of these customers. If they are completely satisfied, they are far more likely to continue to give their business to you, rather than to a competitor.With competitive pressures to contend with and finite resources, your best strategy is to focus the time and energy of your salespeople on building strong and lasting relationships with your most valued customers.

Taking customers for granted is the enemy of retention. Make sure you know what kind of relationship you have with each account, and that your sales reps are aware of their customers expectations based on those relationships. Keep abreast of any changes in the customer s business model and buying preferences. That will ensure you are providing Big R customers what they need from your company, while meeting the very different needs of good Transaction customers as well.

If each customer feels you are providing not only valuable solutions, but selling to them the way they want to buy, your relationship with them will be a strong barrier to competitor encroachment.

46 Sales clients, you have to create value before you claim it.In one of the Who Are Your Dream Clients? Begin by targeting your businesses I own, the contacts within my dream client companies have dream clients. Most of us spend too much time chasing opportunities issues with human resources, new legislation around labor, and getting that aren t significant enough to make a difference in our sales results.

The top 20 percent of salespeople have one thing in common: They win the biggest and best clients. In 2014, you are going to begin your sales efforts by selecting higher-value targets. You do that by focusing on where you can make a difference for these clients, which will make a difference in your salesÊresults.Your dream clients are the clients for whom you can do breathtaking, jaw-dropping, earth-shattering work. You know these people. You ve probably wanted to win them for a long time. So let s get started: Who can help you produce massively better results? What clients have you longed to win but never gotten any traction on? Make a list.

This list of dream clients is your sweet spot. It s where you can create the most value and where you have the greatest opportunity to grow

the most of their human capital dollars. My team built a plan to send them value-creating emails and white papers that gave them a deep dive into changes they could make to produce better results now whether they used our services or not. We didn t pitch or ask for an appointment.

Our dream prospects responded at first by politely thanking us for the information. But over the course of six months, these same contacts started to reach out to us to help them with their challenges, to invite us to compete for their business, and often to give us orders. This create value before claiming value approach has resulted in millions of dollars of new revenue for my company. For three years I have written and posted daily to The Sales Blog. I have given away countless ideas that salespeople can use to produce better results. One day a

Make 2014 Your Best Sales Year Ever Whether your numbers weren't what you wanted them to be in 2013 or set a new standard, it's time to sit down and get busy planning to make 2014 your best sales year of all time. your business.

Which of these dream prospects belongs on the list because of what it says about you as a salesperson orÊentrepreneur?

Some clients come with marquee value. Not only do they provide you with the opportunity to do your best work, they also make a statement about who you are as salesperson or entrepreneur. Winning these prospects proves to others that you are a value creator. These guys deserve your best efforts.

To your list, add the names of the contacts you need to break into your dream client accounts. Identify the people with the titles or roles indicating they deal with the business challenges you can help to solve.

This is where the action is. You gain access to your dream clients through keyÊstakeholders. This is the list you are going to use to make 2014 your best-ever sales year. It s likely that you haven t won these dream clients in the past for two reasons. First, the clients already have a partner. They have someone who sells them what you sell, and it s almost certain they have deep relationships with those partners.

They re difficult to win, and it takes a lot of time and effort. Which brings us to the second reason you haven t yet won these clients: You haven t focused on nurturing the relationships you need.

Play the Long Game: Build Your Nurturing Plan;-One key to making selling easy is to create value before claiming any. This is counterintuitive to salespeople. We re used to creating value and claiming it in a single transaction: We get an order, and we send an invoice. But if you want to establish relationships with your dream

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consultant friend called to tell me what a mistake I was making. He said: You don t understand how this game works. You are giving away your intellectual property. You re doing this wrong. You have to charge people for giving them ideas. I listened politely as he berated me. When he was finished, he asked: And by the way, how are you getting all of those clients and speaking gigs? The world has changed, and my friend is operating on the rules of a time long past.

If you want to win your dream clients, you are going to have to spend time nurturing relationships. You have to pursue them over time, playing the long game.

Your dream clients need help. They want to move their business forward and produce better results. When you give them actionable ideas they can use to produce those better results, you make a deposit in that relationship. You become known as someone with the insights and ideas they need.

Start sending your dream prospects case studies that tell how you helped a comparable client overcome a challenge they are likely facing.

Send them white papers that provide them with insights and ideas they can use to produce better results, whether or not they hire you to help them. When you find a magazine article or a web post that provides insight they can benefit from, send it. Enclose a personal note explaining why you believe the idea is important and why your prospect should be thinking about it. The ideas that can help your dream clients move their business forward belong in what I call your nurture toolkit. To build it:

1. Make a list of 12 tools you can use to connect with your dream clients once a month over the course of 2014 (white papers, TED Talks videos, newspaper articles, etc.).

2. Map out an hour a week to send out items from your nurture toolkit. Make sure all of the contacts at all your dream companies receive a nurture tool and a personal note each month.

Blocking Time: Design Your Model Sales Week Now let s get down to brass tacks. If you are going to have your best sales year ever (and you are!), managing your time is crucial. More accurately, you are going to have to manage yourself.

One of the most effective ways to achieve the outcomes you need is to plan your week ahead of time. A model sales week a standard calendar you follow each week is a great tool for ensuring you take action. There are three things that must make it onto your model calendar.

If your calendar is full of sales calls, your future is all but guaranteed. Block at least a third of your time for face-to-face sales calls and fill those blocks each week. You have the greatest opportunity to create value and the greatest chance of winning your dream client when you are sitting face to face with them.

You also have to spend time with the clients who are paying the bills and keeping the lights on now. Don t leave them off of your calendar.

You ve identified your dream clients, you ve built a plan to nurture them and you ve designed the perfect model week to make 2014 your best sales year ever. But no plan is complete without working on your single most important asset and resource: you!

Personal Development: Sharpen the Saw Why should your dream prospect choose you?

What makes you different in a way that makes a difference for them?

You are your only real asset for producing results. Making 2014 your best sales year ever means making you the best-ever version of

the more energy and focus you bring to that work, the better yourÊresults.

Hit the Books: Making 2014 your best sales year ever means continuously finding new ideas. It means innovating. New ideas and innovations are found through horizontal thinking, taking an idea from one domain and moving it to another, or linking up things in new ways. Some gas station owner saw a convenience store and decided to put the two together and the rest is entrepreneurial history.

There are countless great business books and magazines you can read to find new ideas to apply to your business. Nonfiction books of all kinds can help spark your thinking. Make time each week to fuel your mind by reading books and magazines. Keep a journal of ideas that you can use to improve your sales game and your clients results.

Do the Coursework:The fastest way to have your sales results flat-line is to stop learning.

There are some areas you know you need to

Time for prospecting: New opportunities are the lifeblood of a salesperson s results. Without new opportunities, you can t make your sales goals. Take a calendar and carve out three blocks of time between Monday and Friday devoted exclusively to prospecting. Make these blocks two to three hours each, so you can get into the rhythm of making calls. If you want to make it easier to get this most important sales work done schedule these blocks first thing in the morning, before the world starts making demands of you.

Time for nurturing: Your coldest opportunities are the ones you want the most. The reason you spent all that time developing a list of dream clients and a nurture toolkit is so you can warm themÊup.

Add a one-hour block of time for nurturing to your model sales week. Use this time to systematically send ideas and remind people that you are a value creator. A few months of this, and you will find your dream prospects much more receptive to your calls.

Time for face-to-face sales calls: Your calendar offers the clearest picture of your future results.

yourself. From week to week and from month to month, you have to continuously improve.

Here are three areas of personal development that pay dividends when it comes to producing breakthrough salesÊresults: Become a Sales Athlete:ÊAs a salesperson and entrepreneur, you are running and gunning to get things done. It s easy to care about everything and everyone around you while neglecting your own needs. Making 2014your best sales year ever is going to require you to have the energy and capacity to do your best work.

To keep your energy level high, make time for daily exercise. Even 30 minutes a day will make the difference in your capacity for work.

Carve a half-hour into your day for exercise.

You also need to fuel your body with healthy food to maintain your energy level throughout the day. And make some time to decompress, whether it s yoga, meditation or spending time alone recoveringÊyour energy.

What do diet, stress reduction and exercise have to do with sales? Everything! You are the asset that produces your sales results, and

improve if you are going to produce breakthrough sales results. Maybe you need to improve your public speaking skills. Maybe you need to develop better presentation skills, the kind that will make your dream clients sit up and take notice. Or perhaps you need to learn more about financial models so you can calculate and prove your dream clients return on investment when they buy from you.

Whatever it is, you can learn it. Sign up to take courses that can help you produce even greater results. Strapped for time? There are countless webinars that you can download and listen to while you drive to work or exercise.

As a salesperson and entrepreneur, you are never done learning.

This is the foundation of your plan for 2014.

You target your dream clients. You nurture the relationships you need to create an opportunity.

You build a model sales week to spend time on your biggest sales priorities. And then you work on the most important asset you will ever have for producing the results you want: you.

Follow this plan, and 2014 will rock!

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48 Busniess

5 Vital Signs to

Monitor and Improve Your Business What you Need to be Watching to Secure your Small Business Success

mall-business owners play a heroic and hazardous role in the any economy. They employ about half of all private-sector employees, and they have created 60 to 80 percent of all new jobs annually, but businessmortality rates are high. Government data show that in recent years, for every 10 companies with payrolls started in the United States, at least six were closed, this rate is increased to more then eight percent in Pakistan. So any edge in monitoring small-business vital signs can spell the difference between success and failure. Successful small-business owners tend to follow the money.

Cash flows and profit margins, in particular, are key performance indicators that deserve a business owner s constant attention and that can t be overstated. But experts say numbers don t tell the whole story: Non-financial indicators of business progress are important vital signs, too, though they may defy easy measurement.

Employee morale, for example, may be harder to measure than sales and profits, but it also may indicate the future direction of a small company s financial performance. I think big businesses and small businesses underrate the importance of their employees, says Rhonda Abrams, who runs The Planning Shop, a Palo Alto, Calif.-based book publisher, and writes a weekly financial column for USA Today.

Your team is critical for your business success.

Some other key aspects to monitor include your market and customers, growth and innovation, your own attitude and your business plan.

S

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Your Team

Employees happiness is often the most important non-financial vital sign for a small business to monitor, says Jennifer Openshaw, author of The Millionaire Zone and other books for entrepreneurs and investors. If they re not happy or they re griping about you, it s going to impact your bottom line, she says.

While conducting formal surveys is one way to measure employee morale, less-formal surveillance also can produce useful results.

The signs to look for would be negative talk; just the look on their faces, body language,

Openshaw says. In addition, There are people who become hubs of information in a lot of companies, and if you re a CEO, your assistant should be one of those hubs.

Business owners need to be sure they have the right people onboard, says Karen Kerrigan, president and CEO of the Small Business & Entrepreneurship Council, a research and advocacy organization in Washington D.C. If an employee isn t pulling their weight, other employees morale as well as productivity could be affected. Really having the best people, the right people, and communicating with the team on an ongoing basis are critical. So is engagement and training, says Kerrigan, also the founder of the nonprofit Women Entrepreneurs Inc. The more fulfillment they get, the better you ll be able to retain them, and that s a big issue.

How do you know you have the right team members? Do a human capital audit look at what you do and how you do it given the dynamics of the marketplace, Kerrigan says. Certainly, if employee engagement is really low, where there s little communication or lack of creative ideas or input, if the business lacks energy, you know it. You can feel it. From a bottom-line perspective, if production is suffering, sales are down, customer complaints are up, you have a problem and it needs to be addressed.

With employee issues, be a communicator and don t procrastinate. An employee s morale problem may not be work-related, or maybe it affects everyone on some level and could become a bigger problem. Getting to the source of one employee s low morale could provide an opportunity to head off bigger problems when you find out the problem, consider taking it back to the team to ask for suggestions and

solutions, Kerrigan says.

Your Market and Customers

Monitoring the vital signs of the marketplace is another key to success.

The most successful entrepreneurs are market research animals, Kerrigan says. They religiously analyze trends, what s happening in the marketplace, competition and, most important, they seek feedback from customers.

Changes in the volume of repeat business and referral business, for example, may indicate shifts in customer satisfaction. In that case, it may be time to survey customers about products and service, or to do a competitive analysis, looking at competitors ads, online presence and how they position themselves in the marketplace, Kerrigan says.

You d be surprised how many businesses do not go to their customers to ask, she says. Some business owners I talk to say, I made assumptions about why my customers were buying and realized there was a total disconnect. They were buying for totally different reasons.

Whether local or national in scope, economic vital signs can guide small-business owners in timing major investments and initiatives.

Maybe this is not the year to do something to put yourself on the leading edge, says Jim Blasingame, author ofÊThree Minutes to SuccessÊandÊSmall Business Is Like a Bunch of Bananas.

Every year, small-business owners face challenges and opportunities Blasingame calls them the odd couple of business life and whether

the challenges are bigger or smaller than the opportunities, the odd couple is always with us, he says, in good years and in bad years.

Growth and Innovation Small-business owners must continually push to innovate and ratchet up growth and to encourage employees to do so as well. You don t have to create new products, but you do need to pay attention to the market, listen to customers to improve products and services and innovate to keep up with changes.

While it s easy to become insular and focus on getting the product out the door, small-business owners have to stay engaged, networking to gather new ideas and find new business partners, Kerrigan says.

Advisory boards of peers are also effective in helping guide and grow the business, in providing counsel and contacts and getting you through the difficult times, she says.

Business Plan

Many, many small-business people and entrepreneurs are very busy, but they re not necessarily making progress, says Abrams of The Planning Shop. You want to make sure you re moving forward, and the only way to do that is with a business plan.

If you don t have a business plan, go online for numerous resources that provide guidance in preparing it, or check out the library or local bookstore.

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You ll probably achieve your goals much faster if they re written down, Kerrigan says. If you do have a business plan, remember it s a living, breathing document. You need to review it, and make sure the assumptions and projections outlined in it align with economic conditions.

Many entrepreneurs have a penchant for action that overshadows their persistence in executing a business plan. Some become so immersed in operational details that their ability to track strategic direction is marginalized and compromised.

They come in Monday morning with a list of things they want to get accomplished that week that are big-picture things, says Wayne Rivers, president of The Family Business Institute, a consulting firm in Raleigh, N.C. At the end of the week, that list is untouched, because all of the emergencies have crowded them out. A typically busy entrepreneur might work 50 hours a week in the day-to-day operations, he says, and spend 10 hours a week trying to run the firm, trying to take care of morale, trying to work on HR [human resources]. It s way lopsided.

Small-business owners who closely monitor how they allocate their time and energy may learn to adjust their priorities and improve their productivity. One of the executive-coaching things that we ve done recently is to challenge some of our clients to keep a time log for one or two weeks, Rivers says. His firm has a downloadable time log

available on its Web site, and if they keep that log for a week or two, in 10-minute increments, and then evaluate how they spent their time, they ll be flabbergasted, Rivers says. Usually, it s all task-based stuff: worked on an estimate, managed a project, had an employee disciplinary action, responded to an irate customer. How much time is spent in business development, which is a key role of the CEO in most small companies? How much is spent on leadership development?

How much is spent focused on morale? Virtually none is.

Your Attitude The most successful entrepreneurs are truly passionate about what they do. Kerrigan says a business owner s attitude is an equally critical vital sign for success. Has your initial excitement in starting the business all of a sudden turned to dread? she asks. Do you still like what you re doing? Obviously, you can t engage people and potential partners if you aren t passionate. You cannot lead the organization if you aren t passionate. If you feel burned out, Kerrigan suggests a passion check: Think about why you pursued the venture and what got you excited in the first place. If you can t rekindle the passion, possibly it wasn t the product or service that interested you but the idea of starting a business, she says. In that case, maybe you need to sell your current business and start a new one. Entrepreneurialism is addictive.

50 Dare to Dream

12 Exceptional Pakistani

Women

in Business & Technology

Never underestimate the power of a woman because someone who after God has the capability to bring a life on Earth definitely has the strength to change destiny.Delicate and compassionate, a woman surely is but that should never be mistaken as weakness or incapability. The first and foremost version of her that is respected and recognized is of a mother, which truly deserves all the appreciation in the world. However they are capable of being diverse too. Initially, the best professions considered for women were teaching or medicine but times have changed. Women all around the world are playing their part not only in the nurturing of nations but also as the work force needed to uplift the economic position of a country. We must be grateful to them for their sincerity and commitment.ĂŠHere in our country after the 16 years of education, without further plans for education or careers, it is a must for girls to get married. It is in our opinion a very sacred bond, a bond which provides security, strength and completion to not only the individuals getting married but to the society as a whole.But seeing it as a full stop to both the prospects of further studies and careers is not justified in any way.Pakistani women have certainly walked out of this framework of life and excelled in many fields like journalism, philanthropy, IT world, engineering, politics e.t.c. They have proved themselves to be both great mothers and well-reputed, significant citizens. Today we would like to highlight the achievements and contribution of Pakistani Women in Business and Technology. Here are those twelve ladies, in no particular order but equally outstanding in their contributions.

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1. JEHAN ARA

Focusing on the IT world, let s bring your attention to Jehan Ara, the mastermind behind PASHA (Pakistan Software Houses Association). The company s major objective is the development and protection of software industry in Pakistan. It also collaborates with companies beyond the borders to provide its clients with the best of software products and services. Jehan Ara has not only been active as President of PASHA but also worked for nearly 3 decades in marketing, communications and media in Pakistan, UAE, Hong Kong and the Far East. She is an entrepreneur, speaker, motivator and writer for various Industrial publications. She is working on her project Women s Virtual Network that would help educated women deal with employers and other professional workers, giving them a chance to explore themselves in the world, with rapid IT growth.

2. RABIA GARIB

Simple and a pure workaholic, that s the lady next on our list, Rabia Garib. She is the Editor in chief of CIO Pakistan magazine. CIOis the world s largest business technology leadership magazine.

It is printed in many countries around the globe including Pakistan. She is the Chief Executive of Toffee TV. Toffee TV is a great learning-aid that helps children learn through stories, songs and many fun activities in Urdu. In addition to this she is the co-founder of Rasala Publications, which focuses on IT trade. She has been honored with LadiesFund Trailblazer Award, for being a female role model and high achiever in Pakistan. She believes in strenuous hard work and is of the opinion that persistence is the key to success. She explains that women must not take on a job or start up a business thinking they would become millionaires, rather working every single day and not losing focus is the main thing. She herself works round the clock and is playing her best to make mark on this world and helping in any way she can.Co-Founder & CEO, Rasala Publications Editor-in Chief, CIO Pakistan Rabia Garib is the CEO and co-founder of Rasala Publications where her responsibilities include business strategies, content development, training and design.

Her passion for information technology, education and technology trade journalism are profound and are categories that will change the face of the world as we know it today. Based on her experience in technology trade media and convergence of different media platforms since 1998, she was selected as an Eisenhower Fellow, to represent Pakistan in the 2-month Multi

Nation Program amongst 24 other countries, and specialized in the field of technology Trade Journalism and New Media. She is the Editor-in Chief of a local edition of the world s largest technology business leadership magazine brand, CIO and more recently, heading up one of the world s largest technology consumer magazines, PC World Pakistan.

3. SABEEN MAHMUD

Inspired by her mother s courage and constant struggle to stand for what is right, Sabeen Mahmud adopted the same qualities. She was the President of TIE (The Indus Entrepreneurs) and now owns T2F, the Second Floor Café. Her approach to life and situation in Pakistan is very different indeed. She is a strong believer of activism. Her café T2F is situated in Karachi. It is a platform that encourages healthy discussions and debate on the current issues of Pakistan. It engages the audience in many cultural activities, bringing writers and poets together. It also organizes art exhibitions, hence providing a wholesome goodness to the people s mind. Sabeen who once was a part of corporate world, now focuses much more on creating awareness among people and educating them through this venture, T2F café is actually a project of Peace Niche (also founded and directed by Sabeen herself, it is a non profit organization that promotes resolving political conflicts and arguments through different cultural engagements. It mostly works on the areas of Art & culture, Science & technology and advocacy).Some other projects that come under Peace Niche include Faraar , Science ka adda and so on.

4. SALAINA HAROON

Playing a vital role in the telecom and technology sector is Salaina Haroon. She is the founder and director of Communique Collective. It is a marketing firm that deals with small and medium enterprises both in Pakistan and abroad. The firm works for building and strategizing technological companies. It also focuses on Public Relations, impact of social media on News companies and bettering the position of Pakistan on an international level. Salina believes in exploring and involvement of a person in different workshops, conferences e.t.c. that helps to realize, understand the on going circumstances and work in accordance to them. She herself was a part of EISHENHOWER Fellowship.

5. SAMINA FAZIL

the owner of Mishas Collection. She started off in 1989 as a small business unit that dealt with children s garments. Her initial invested amount was only Rs.100, 000 which she had obtained from her family.

With a small amount and no prior experience in this male dominant industry, Samina set out to achieve her dream. She needed skilled tailors, raw materials, a start-up location and so much more. But there was no one to teach her the basics or even give a proper guideline. So, as it happens, time became the teacher. At last in 1991, she opened up her own shop in Main Murree road Rawalpindi. She started marketing her clothes by making brochures, taking part in exhibitions, giving out dresses for television shows and the newspaper fashion shoots. This strategy did the trick and the business boomed.

With her utmost hard work and determination today we have in front of us The Mishas Collection and a lady who provides inspiration and guidance to several other women out there. Not to forget she also actively plays the role of the President in Islamabad Women Chamer of Commerce and Industry.

6. NIDA FARID

With the power crises being a major issue in Pakistan, we have smart and sensible lady next on this list Nida Farid. She has a bachelor degree in Aerospace Engineering from MIT. She did her Masters in Mechanical Engineering from ETH Zurich, Switzerland. Impressed already? Well hold on there. She is a proficient in aircraft manufacturing, wind energy, power segments and energy conservation. With all her knowledge and enthusiasm, she came back to her country Pakistan and started off with her project Karachi Energy Conservation AwarenessSmall Tricks for Large Savings In her opinion by educating and creating awareness in the upper class of Karachi, 70% of the power crisis could be resolved.

She explains that using lesser energy by turning off lights and fans is one thing, but buying the right appliance matters just the same. It could be by the right choice of appliance that we save more energy.

Power crisis she believes is an issue that needs to be dealt immediately and with all the sincerity, since energy issue could lead to closing down of industries hence affecting the employment of several people. This doesn t end here. It s like a chain reaction which would bring about first poverty, illiteracy and many other social issues as well. Her efforts are truly remarkable and deserve appreciation!

Next, we put the spotlight on the woman, who had the first garment business in the city of Islamabad, Samina Fazil. She is 7. ROSHANEH ZAFAR

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in villages, in order to better their economic condition. She herself has been educated from Yale University and Wharton School of Business, University of Pennsylvania.

She started off Kashf foundation after leaving her job post at World Bank. Kashf foundation is a national program that spread from KPK, Sindh and now to Balochistan. This foundation provides value driven solution to families of the underprivileged areas and its main concentration lays micro-financing female led small businesses and start-ups. The company stands by its notable services and the credit goes to none other than, Roshaneh Zafar, who believes in the capacity of women and giving them the opportunity to grow by all means.

8. SHEBA NAJMI

This great lady started off simple as a news anchor and reporter for Indus Television.

She was the host of Press Review . The show concentrated on current affairs and their discussion with several political figures, ambassadors and analysts. She got her BS and MS degree from Stanford University in Symbolic Systems, where she studied the interaction between humans and computers. She was a Fellow at Code for America and became part of several notable projects like Honolulu Answers and Social Media handbook for Cities .

She was also the lead designer for seven years for Yahoo Mail. This talented woman is the founder of Tech for Change which is a non profit organization, which focuses on bringing entrepreneurs, developers and designers together in order to help and eliminate most of Pakistan s civic problems. In addition to this she in her own words is primarily interested in leading UX or Product, ideally at missionfocused social enterprises that are seriously out to transform the world.

9. SALMA JAFRI

A mom and a business woman, she s the lady taking care of both worlds. However, she is of the opinion that being a mother is definitely harder of the two jobs but mostly it s the handling of both of these that s the bigger challenge. After her MBA she like all other ambitious graduates headed out to look for a job. She had her first interview with the CEO of a small multi national company, who happened to know her grandfather as well. This sounds like a job already in the pocket doesn t it?

Well here s the truth she never got it. The CEO being well aware of her grandfather knew that girls of their family got married soon to become housewives . That was the moment she realized she was not going to get hired because she was a woman.

But soon after this she got a job at the Pakistan arm of Deloitte & Touche. Today she stands in front of the world as a successful content marketer , the term she uses for herself. She is the founder and CEO of WordPL.net, which basically, focuses on marketing the content any young entrepreneur, wants to put up through social media. There areas of expertise are blog and content writing, social media marketing and planning, online videos and marketing consultation.

10. KALSOOM LAKHANI

Kalsoom Lakhani is the CEO of i2i (invest2innovate). The company not only recognizes the budding entrepreneurs in Pakistan, but also trains them through a four month program and finally connects them to investors. It encourages and motivates entrepreneurs and helps them stabilize. The company started its work in Pakistan in 2011 and is determined to expand to other countries as well. Before i2i, Kalsoom has also worked as a managing director in Social Vision. She got Bachelor degree from University of Virginia in Foreign Affairs and Middle East Events, she also holds Masters Degree from George Washington University s Elliott School of International Affairs in International Affairs/Conflict Resolution.

Her achievements also include being the co-ambassador of SandBox, member of World Economic Forum s Global Shapers.

She is the founder of CHUP (Changing Up Pakistan) which brings forth and creates awareness on the issues of Pakistan.

11. MARIA UMAR

Another talented name comes down in this list of entrepreneurs, Maria Umar, the founder of The Women s Digital League .

She was a school teacher. After being refused maternity leave, she quit her job.

Later she started writing for another lady, who she had found through the well known job portal Rozee.pk . One thing led to another and she found her employers oDesk profile. She then realized that she too could directly contact clients and help herself out better. These became the origins of a humble content creating business. She set up her own oDesk account, gave away a few jobs of writing starting from her own family. Gradually it became what we call The Women s Digital League . This company gives a chance to all the educated young girls to get a job in the digital world.

The key is the positive utilization of social media that helps writers connect with the clients across the globe. The company has been expanded to The Digital League , a platform for Pakistan s digital workforce, which provides digital solutions to (00)

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individuals and corporate clients. She truly believes in the empowerment of women and has continually played her part to show her conviction.

12. SABA GUL

There are few of us, who after a worthy degree in hand bother to think about someone other than themselves. Here, we d like to mention someone whose education did not solely benefit her but also the under-privileged. Saba Gul did bachelors and masters from MIT. She studied Computer Sciences and Economics. She is a successful entrepreneur that runs a non profit organization Popinjay (previously named BLISS), which helps girls, and their families of Pakistan, living below the poverty line to get education. They are taught languages English and Urdu, Mathematics and lessons on skills and entrepreneurship. These girls are trained to design and create handbags. These handbags become a source of income and pay for the tuitions for at least 4 or 6 months. She has been a part of other projects too. She was a MIT Public Service Fellow in Sri Lanka, where she worked on economical solar lighting that helped out tsunami refugees. She is definitely the kind working for the greater good of humanity. The extensive list above is the living proof of the fact that women are indeed capable of working and excelling beyond all confinements and expectations.

Mentioned above are just 12 of the amazing women in the world of business and technology, when there are so many more that ought to be discussed and praised for their contributions. A hearty round of applause from our side to all these great Pakistani women, they have made us proud indeed!

53 Time Management

Becoming Exceptionally Well Organized

Action Programs We all know how useful To-Do Lists are when we get started in our careers.

However, To-Do Lists can quickly become overwhelmed when we take on responsibility for multiple projects as many of us do when we become managers.

One of the problems is that, for most of us, our To-Do Lists are not planned, focused, action lists. Rather, they are a sort of a catchall for a lot of things that are unresolved and not yet translated into outcomes. For instance, specific entries, such as "Call Tina in Sales," might exist along with vaguer aspirations, such as "Write marketing plan." Often, the real actionable details of what you have "to do" are missing.

Another problem is that once you have more than, say, 20 entries on your list, it becomes cumbersome and difficult to use. This means that you start missing key activities and commitments.

This is where Action Programs are useful.

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Do ListsÊÊ, but if you persist and spend a few hours learning how to use them, you'll quickly find yourself back in control of your workload and a whole lot less stressed as a result!

How to Use an Action Program Follow these four steps to create your Action Program: Step 1: Collection First, make a long list of all the things in your world that require resolution. Try to collect and write down everything that you feel is incomplete and needs action from you to get completed, whether it's urgent or not, big or small, personal or professional.

To an extent, this collection is taking place automatically. E-mail requests are getting stored in your inbox, memos demanding attention are being delivered to your in-tray, mail is reaching your mailbox, and messages Things to Remember: When you first hear about them, Action asking for action are accumulating on your Programs can sound complicated and difficult voice mail. to use. TheyÊareÊmore complicated thanÊTo- But there is also other stuff stuff that is idling

Action Programs are "industrial strength" versions of To-Do Lists, which incorporate short-, medium- and long-term goals. They help you to plan your time, without forgotten commitments coming in to blow your schedule apart. And, because they encourage you to think about your priorities properly, you can focus on the things that matter, and avoid frittering your time away on low value activities.

Actions Programs also help youÊget into the habit ofÊdelegatingÊÊÊjobs. All of this lets youÊsave time and get away on timeÊ whilst also increasing your effectiveness and productivity. As such, they help you bring intelligent prioritization and control back to your life, at times where you would otherwise feel overwhelmed by work.

in your head, projects you want to run, things you intend to deal with lying at the bottom of the drawer, ideas written down on stray bits of paper that need to be gathered and put in place too. Bring all of these actions and projects together and inventory them in one place.

And this is really important make sure that yourÊpersonal goalsÊare brought onto this list.

Tip 1: You can experience tremendous stress if you have too many mental "To Dos" floating around in your head. You never know whether you've forgotten things, and you'll always have that terrible feeling of not having achieved everything you want to achieve.

By writingÊeverythingÊdown on your Action Program, you can empty your mind of these stressful reminders and make sure that you prioritize these actions coherently and consistently. This has the incidental benefit of helping you improve your concentration, simply because you don't have these

you should, actually, take action on it. A lot of what comes our way has no real relevance to us, or is really not important in the scale of things. If that is the case, then delete these things from your list.

Step 3: Organizing and Prioritizing This step comes in three parts.

First of all, review your inventory of projects and actions. Group together the separate, individual actions that are part of larger projects.

At home, for example, you may want to improve your bathroom and repaint your living room: these can go into a "Home Renovation" project. At work, you may be contributing to the requirements for a new computer system, and may be expected to test and train your team on this system: all of these go into a "Computer System Upgrade" project.

What you'll find is that once you start sorting list items, they will almost seem to "organize themselves" into coherent projects. (You also need to make sure that your personal goals are included as individual projects.)

Second, review these projects and prioritize them in order of importance (for example, by coding them from A to F) depending on their importance. (Clearly, your personal goals are exceptionally important projects!)

Third, insert your projects into your Action Program (using the approach we describe below). The Action Program is split up into these three parts: Why you have No more excuses for not ·Next Action List this shows the small next actions getting organized! that you will take to move your projects forward. ·Delegated Actions List this shows projects and actions that you have delegated to other people. ·Project Catalog\ this distractions buzzing around your mind. shows all of the projects that you are engaged Tip 2: in, and the small individual tasks that contribute The first time you create your Action Program, to them. you're going to spend a while maybe two The great news is that, by this stage, you've hours putting it together. This is the up-front already created the largest part of your Action cost of organizing your life. However, once Program: theÊProject Catalog! This is the list you've done this, you'll be amazed at how of prioritized projects and activities that you've much more in control you feel. It will take just completed. relatively little effort to keep your Action Typically, the Project Catalog is at the back of Program up-to-date after this. the Action Program, as you often only have to Tip 3: refer to it during a weekly review process.

You'll find it easiest if you keep your Action Next, create theÊDelegated Actions ListÊby Program on your computer as a word processor working through your Project Catalog, and document. This will make it easy to put identifying tasks that you've delegated. Record together, update, and maintain without a lot of these under the name of the person to whom tedious redrafting. you've delegated the activity, along with the Step 2: Pruning checkpoints you've agreed.

Now, process the list you made in step 1, by Tip: looking carefully at each item. Decide whether If you haven't yet delegated anything, or you Success Magazine (54)- www.successfoundationpakistan.com

haven't yet agreed checkpoints, don't worry!

What we're doing here is creating the framework you'll work with you'll have plenty of time to use this framework later!

Typically, the Delegated Actions List sits in front of the Project Catalog in your Action Program document, as you'll need to refer to it quite often.

Finally, create yourÊNext Action ListÊby working through the projects to which you've given the highest priority the projects that you want and need to move forward on right away and extract the logical next actions for these projects.

The Next Action List goes on the front page of your Action Program, as you'll refer to it many times a day.

Tip 1: If the Next Action is going to take less than a couple of minutes, then why not do it right away? Make sure, though, that you come back and complete your Action Program!

Tip 2: It's this selection of appropriate next actions that takes a certain amount of judgment. If one of your projects is of over-riding importance, then have several Next Actions from this project on your list, and keep other Next Actions to a bare minimum. However, if you need to keep a lot of projects "simmering away," have Next Actions from each on your list.

Tip 3: If possible, keep your Next Actions small and achievable, ideally so that they take no more than a couple of hours to complete. This helps you keep momentum up on projects, and strongly enhances your sense of having had a productive, successful day.

If Next Actions are likely to take longer than two hours, then break them down further. For example, if your Next Action is to write a report, break this down into research, planning, writing, fact checking and editing phases. Then make "Research" your Next Action, and put the rest of the stages as a project in your Project Catalog.

Tip 4: You may find it helpful to number the projects in the Project Catalog sequentially (it helps if you number them 10, 20, 30 and so on.) When you bring next actions through onto your Next Action List, you can bring through the project number as well, so that you know which project the action belongs to.

Tip 5: Where you have several Next Actions,prioritize them from A to F, depending on their importance, value, urgency and relevance to your goals.Then monitor your success in dealing with these actions. If you find that actions are "stagnating" on your list, consider whether you should either cancel these projects, or whether you should raise their priority so that you deal with them.

Whatever you do, make sure you that don't have too many actions on your Next Action List if you have more than, say, 15 to 20, you'll start to get bogged down again. If your

list is too cluttered, move some of the less urgent/important jobs back into the Project Catalog. If it's thin and under-challenging, pull up some more Next Actions from your Project Catalog.

Tip 6: As you work through this process, ask yourself if there are any tasks that you canÊdelegateÊÊÊor, if appropriate, get help with. As you identify these, put these on your Next Action List, with the action being to delegate the task.

When you've delegated the task move it onto your Delegated Actions List, along with the checkpoint times and dates you've agreed.

Step 4: "Working" Your Action Program An Action Program is typically fairly long.

But you don't have to run through the entire Program every day!

Usually, you'll only be dealing with the top page or pages, which are your Next Actions list and your Delegated Actions list. Some activities may be day-specific or time-specific.

Depending of the way you work, you can either maintain these on the top page of your Action Program, or mark them in your calendar.

In effect, these top pages are just a new form of your old To-Do List. It's just that only specific short actions are outlined here, while the major projects to which the actions belong are stored in your Project Catalog.

What you must do, however, isÊreview and updateyour Action Program periodically, for example, every week (put time for this in your schedule). Delete or archive items you've completed, move items from the Project Catalog to the front pages as you make progress on your projects, and add any new actions that have come your way.

Example Action Program Here's a simple example to help you understand how an Action Program fits together.

Rabia has been experiencing tremendous stress at her job. She's leading a large team through an important project, and it seems like every day finds her further and further behind with what she needs to get done.

She decides to create an Action Program to help her organize and prioritize her many ToDos. Step 1 Collection After spending an hour brainstorming, Rabia comes up with this list of current commitments: · Research our target market to ensure advertising department will hit the right tone with product roll out. · Finish cost-comparison report. · Research local MBA programs. · Speak with employer about getting help with funding for MBA. · Contact recruitment agencies about advertising rates for Office Manager Role. · Write help wanted advert for Office Manager Role. · Order new desk and telephone for new Office Manager. · Meet with Anthony to ensure he's gotten acclimated to the team; find out if he's on schedule with his project commitments. · Contact major supplier to renegotiate contract, accounting for our larger orders in the upcoming year. · Organize project folders.

Step 2 Pruning Now that Rabia has made a list of everything she needs to complete, she takes a closer look at her list to see if any items could be pruned.

After considering each task, she realizes she doesn't really need to meet with her new team

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member, Anthony. She spoke to him yesterday at lunch and he assured her that he was acclimating well to his new role, and was on track to get all his personal projects completed by deadline.

She also decides that she doesn't need to organize her project folders.

Step 3 Organizing and Prioritizing Rabia is now ready to inventory her items.

She realizes she can group her to-dos into three major categories. As she groups her tasks, she assigns each one a priority from A-D, with A being top priority.

Category Task Priority Launch New Product- Research our target market to ensure advertising department will hit the right tone with product roll out.

B Finish cost-comparison report.

A Contact major supplier to renegotiate contract.

D Study for MBA-Aesearch local MBA programs.-B Speak with employer about getting help with funding.-C Recruit New Office Manager-Contact recruitment agencies about advertising rates.

A Write help wanted advert.

C Order new desk and telephone.

D She then creates her Action Program by splitting it into three parts: 1.

Next Action List.

2.

Delegated Actions.

3.

Project Catalog.

She decides to put it into a word processor document (see Figure 1, below), numbering each project as 10, 20, and 30

56 Behavior

Under Attack

H

ow do you react when things go wrong? Do you feel a sense of shock, a sense of 'how can this happen to me?' Do you find yourself getting angry? Do you immediately start identify someone to blame for the problem even before you have clearly established what exactly has happened?

If this describes your typical response to difficulties that you encounter on daily basis then you are not alone. Human beings have understood that there is no effect without a cause and we are always looking for the cause behind the phenomena that we experience. Our search is not always rational, however. When things happen that we don't like, we become emotionally involved. This is not surprising, but it can mislead us. If we do find someone on whom we can pin the blame for a problem we are facing, it's very tempting to go right ahead and lambaste them without looking into the matter any further. This is because; blaming someone can feel immensely satisfying. In your calmer moments, you can probably easily see why the blame game is a fool's game. The hunt for scapegoats can distract you from the real issue - which is finding the real root cause of a problem so that you can address it properly. You may find your scapegoat, and totally miss the root cause. Which means your unresolved problem is likely to return to haunt you. In such cases, looking for someone to blame is completely inappropriate. Repeated instances of blaming can seriously corrode your relationships with colleagues, friends and family.

You will have understood from the above that the essential ingredient in adopting a new way to handle difficulty and disappointment is

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emotional control. To avoid blame seeking, you need a calm and dispassionate mind. If your emotions become aroused, you need to be able to calm down again and see the bigger picture.

When you plant lettuce, if it does not grow well, you don't blame the lettuce. You look into the reasons it is not doing well. It may need fertilizer, or more water, or less sun. You never blame the lettuce. Yet if we have problems with our friends or our family, we blame the other person. But if we know how to take care of them, they will grow well, like lettuce.

The first step in solving any problem is recognizing there is one. When you blame others, you give up your power to change. When you blame others, you give up your power and responsibility in a situation. You are making yourself the victim. In general, victims have no control over their situations, therefore no power to change anything.

"It is better to light a candle than curse the darkness" is a Chinese proverb meaning better to do something about a problem than just complain about it. Further, a candle is a small answer to a large problem, but it is still a worthy step in the right direction, rather than just bemoaning the problem of darkness.

People who continually "pass the buck" or blame others suffer usually from a sense of worthlessness or low self esteem.

Ninety-nine percent of all failures come from people who have a habit of making excuses. - George Washington Carver A bad workman always blames his Tools: A bad workman will never find a good tool. Even If a bad workman is given good tools he will

not be able to make use of them because he lacks the basic skills and is inefficient. The sad part is that he is never prepared to accept his own deficiency in training, drawbacks and blemishes. He invariably attributes the poor workmanship to the tools. The carpenter was angry that the piece of wood was cut too short and was an example of the saying that a bad workman always blames his tools. Similarly, a student who is not prepared for the examination tries to get away by saying that the paper was tough.

The man who complains about the way the ball bounces is likely the one who dropped it. - Lou Holtz Blame, complain and making excuses are what will make us lose control over our own life and destiny. To take back control, we must stop blaming, complaining and making excuses and assume 100% full responsibility for everything we do and experience in our lives.

I am amazed at people who say 'I am late because of traffic'. These people can never be on time, because they don't take responsibility.

Have you ever heard the saying that when you point a finger at someone else, you have three fingers pointing back at you? In fact it's impossible to point a finger of blame at anything or anyone else without pointing three fingers at yourself.

Similarly, pointing the thumb and not the finger means to accept responsibility for your actions. It's so easy to blame someone else or other circumstances for your failures or lack of results. Take ownership of your own future; write your own book of business!

No more external excuses; exercise personal accountability! The true professional takes his hand and closes the four fingers leaving only the thumb extended and points it directly at himself. The thumb naturally points that way. Try pointing your thumb at someone else.

It's not natural and very difficult! It's almost as difficult as pointing your finger at someone else and expecting that to solve the problem.

Point the thumb and not the finger and you will be better off for it.

Personal Responsibility at your work place We stood in front of a black sign with white letters that read, "Please wait to be seated," and we waited. I was hungry and impatient, and not in any mood to wait.

Two couples who arrived ahead of us waited too, even though at least half of the tables in the restaurant were empty. I took that as a sign that the restaurant's staff was slow and incompetent. That made me more impatient. When we were seated and our food arrived, I lost it.

"You call this a fresh fruit salad?" I scolded the waiter who delivered Success Magazine (00)(57)- www.successfoundationpakistan.com

a bowl of faded honeydew and overripe cantaloupe that the kitchen had, for some reason, thought I would eat.

I expected him to tell me it wasn't her fault because she didn't make the salad. But he stunned me.

"No," he agreed, "it doesn't look fresh at all. The kitchen is just about out of fresh fruit. I am sorry."

It's not often that I am speechless, but at that moment, I didn't know what to say. I knew it was not his fault, yet he apologized.

As my mouth hung open, he directed my attention to the plump, red strawberries that garnished the sandwich platters my friends had ordered.

"How about a big bowl of those?" he offered. I closed my mouth as it started to water.

He returned in a hurry, eager to salvage my supper. But steps away from our table, he stumbled over a kink in the carpet and released the bowl, sending strawberries flying all over my dinner companions and me. They landed in our hair, on our shoulders, on our laps, and even in our purses.

I am speechless once again.

"Did everybody get some?" He asked, and started to giggle.

It infected all of us. We laughed.

This teenage ray of sunshine helped us pick strawberries out of our hair and send back to the kitchen to slice up. This time, I got to eat them instead of wear them.

We left a huge tip for this young man who spilled food all over us.

As we left, I pulled him aside and said. "You didn't get upset because I didn't like your salad. You didn't blame the kitchen or us for arrive so late. You just handled it. How do you do that?"

His response was mature beyond his age.

"I am responsible for making sure you come back," he explained.

"You will base your decisions on my actions."

I asked him one more question before I turned to leave: "Why were so many people waiting to be seated when we arrived, even though so many tables were empty?"

He replied, "They wanted to sit in my section, so they had to wait for tables to open up."

Moral of the personal responsibility story: This profound example shows that taking full responsibility or ownership for herself, her job, her relationships, and her behavior is the key to avoiding unpleasant outcomes.

58 Brand Pyramid

Building Customer Loyalty

The "Brand Pyramid" is a useful tool that can help you identify where your customers are on this journey to loyalty. In this article, we'll explore how you can use it to increase

hen you shop in your local grocery store, there may be some brands that you don't feel any connection with.

On the other hand, you might be really passionate about other brands.

For example, perhaps you drink only a certain brand of coffee, cook with a particular brand of olive oil, or use a certain brand of cell phone because, perhaps subconsciously, these products help to define "who you are."

If you're in marketing, then you'll know how important it is that your brand speaks to your customers on an emotional level. When someone feels a strong positive emotional tie with a product, that emotion creates brand loyalty, and this inspires repeat purchase.

You can use the metaphor of a journey to describe how customers move from just knowing about your brand to feeling loyal to it. So, how do you know where your customers

W

are on this journey, and how do you encourage them along it? Do most of your customers just recognize your brand and drop it as soon as competitors put similar products on sale? Or, does your brand create a sense of personal identity and loyalty with your customers?

The "Brand Pyramid" is a useful tool that can help you identify where your customers are on this journey to loyalty. In this article, we'll explore how you can use it to increase people's loyalty to your brand, product, or organization.

Important To Know: According to marketing expert Seth Godin, a brand is a "set of expectations, memories, stories, and relationships that, taken together, account for a consumer's decision to choose one product or service over another."

Brands can distinguish products, services, and even entire organizations.

Overview

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There are several different versions of the Brand Pyramid, but most are based on the model originally created by Millward Brown, a global marketing research and consulting firm, in the mid-1990s.

The firm spent 30 years tracking brand-health studies from thousands of organizations. It then used this research to create its original model.

The pyramid, as shown in figure 1, illustrates the five key stages that customers go through with a brand, starting with basic awareness and finishing with complete loyalty.Clearly, your goal is to get as many of your customers as possible to the higher levels of the pyramid.

After all, the higher people are up the pyramid, the more money they're likely to spend with your brand. (This is why the pyramid is inverted.)

Let's look at each level in more detail:

Level 1: Presence At this level, customers are aware of your brand, but little else. They may have tried your products and services before, but they have little or no emotional attachment to them.

Level 2: Relevance At this level, customers start to think about whether the brand meets their wants and needs.

It's here that they begin comparing the cost of your products with respect to the value these provide.

Customers begin asking questions like: · "Does this brand fit my needs?" · "Is it in the right price bracket for me?" · "Is it worth it?"

Level 3: Performance Here, customers begin comparing the brand with others, to see whether it delivers on its potential.

They're also starting to associate the brand with a specific identity, and they're beginning to recognize it and associate with it.

By now, the brand is on the customer's "short list" of brands to choose from.

Level 4: Advantage At this level, customers have determined that there is a distinct advantage to using the brand, compared with others. They're also beginning to associate the brand with their emotions and with their sense of self.

Level 5: Bonding Here, customers have established a bond with the brand. They've determined that cost, advantage, and performance are all at levels that they're happy with.

They've also formed a strong emotional attachment to the brand; the brand has become an integral part of their self-image, and helps represent who they are. This, in turn, encourages them to exclude other brands in favor of this one.

Customers at this level are also likely to be

vocal advocates of the brand, which helps build further awareness within their family, social, and professional circles.

Note: It's usually best to assume that customers move through each stage in sequence, from Presence to Bonding.

Applying the Tool You can use the Brand Pyramid when developing aÊmarketing strategyfor your brand, product, or service. When you understand the five stages that people go through while they build loyalty to your brand, you can focus your marketing efforts on leading target customers through them.

Remember, however, that there is some crossover between each of the levels, and it may be difficult or impractical to focus on just one stage at a time.

Here are some strategies and tools that you can use when applying the Brand Pyramid to your own situation: Presence and Relevance (Levels 1 and 2) Here, you can use TheÊMarketing Mix and 4 to lay the foundation for your marketing strategy, and to help build awareness of your brand.

Additionally, you're likely to have different groups of customers, with different wants and needs and with different potential levels of profitability. It helps to useÊmarket segmentation here, so that you can focus your marketing strategy on delivering offerings targeted at the distinct groups of people most likely to engage with your brand.

Your customers will also want to know how your brand fits with their wants and needs.

Price is important here: if the price is too high, customers won't buy your product. If the price is too low, they might assume that quality matches the low price.

It can also be helpful to use theÊConjoint

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AnalysisÊÊÊtool to measure buyer preferences.

This can help you identify what your customers truly want from your product or service; in turn, this information can help you fine-tune your product design and marketing to address these issues.

Remember, there is still little to no emotional attachment to your brand at this stage; customers are comparing price and value. As such, make sure that your marketing strategy addresses these key concerns.

Performance (Level 3) To reach this stage, you need to show that your brand is better than your competitors' brands.

Ensure that your marketing materials give customers the information they need to compare your product with competing products. Depending on your audience, show your customers how much better your brand or product is by communicating its benefits rather than its features.

Advantage and Bonding (Levels 4 and 5) To reach these final stages, you need to communicate the perceived further advantages of your brand.

It might be lower in price or superior in quality to your competitors. However, "softer" influences may also be relevant here.

Customers might begin to identify your brand with emotions such as fun, excitement, or approval from peers. In your marketing strategy, you need to address and enhance these emotions.Once your customers have a strong emotional tie with your brand, they're more likely to advocate its benefits to others in their social, family, and professional circles. Here your brand likely has a culture surrounding it.

Provide reinforcing rewards and incentives to your most vocal advocates, host events that are important to your key customer base, and do whatever you can to reach out to your customers, on a personal level.

60 Opinion

I

Break Free

felt stuck. Frustrated, Bored. Maybe even a little scared.

I had worked so hard for so long that I lost sight of my goal. I was spinning my wheels.

Maybe you know the feeling? You re going through the motions but the motions not your chosen direction now define you. I had to break free, but how? The answer was my first breakthrough project.

At the time, I didn t know what a breakthrough project was. All I knew was I needed to regain my sense of self, inspire my spirit and feel alive by taking a risk that comes with public failure. I dared to do something I d always dreamed about: write a book. The project forced me way out of my comfort zone. I had to believe in myself, trust new people and be relentlessly determined. Many times I thought I would fail, but I didn t give up. The experience changed my life forever.Could you benefit from a similar experience?

The timing couldn t be better.

A new year is a time for reflection, to look where you ve been, where you are now, where you hoped to be and where you want to go.

This assessment can be unsettling. Goals remain unaccomplished. Work piles up. We re a year older. At these moments, taking on a breakthrough project can reinvigorate your spirit and redefine your path.

A breakthrough project primarily consists of a risk of failure, a specific outcome and public accountability; a breakthrough project challenges you to push beyond your comfort zone to reassert your power to create the life

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Put yourself out there. Daring projects can redirect your life.

By: Jason Dorsey

you want. It jumpstarts you out of a rut, reminds you what is possible and puts you on an inspired path.

I was scared when I took on my first breakthrough project. I wasn t a writer, but I had a message to share. Every morning I woke up, had coffee and started typing. I didn t know what I couldn t do, so I finished writing the in

18 days. That was only the beginning.

I didn t know how to get a literary agent or a publisher, so I published the book myself leaving me $50,000 in debt and feeling even more isolated. My breakthrough happened when I was sleeping on the floor surrounded by 5,000 copies of my book: I realized I had intentionally created a new path for my life.

I no longer felt stuck and alone. I felt completely alive for the first time ever. Two years later the book,Graduate to Your Perfect Job, became a national best-seller.

Your breakthrough project could be starting a business, overcoming your fear of public speaking, or running a marathon. All that s between you and your desired outcome is taking action. Start writing your business plan.

Put down the remote control and head to the track.

The key is to start right where you are, right now.You never know where your breakthrough project will take you, but I promise it will be more rewarding than looking back 10 years from now and wondering, What if I had only .

My first breakthrough project took me around the world. I met my mentors. I met three U.S. presidents. I met my wife. I found myself. The best part: I get to write a magazine column fo people I care deeply about. Here s to you, breaking through and breaking free!.

61 Relationship

Teaching Self-Control to Teens When a 2-year-

old throws a tantrum, she relies on her parents to soothe her and teach her that tantrums are unacceptable. But when a teen loses control, society is not always so forgiving. We hold teens to a higher standard of self-control and expect them to calm themselves down. One of the most important skills you can teach your daughter or son is self-control. It is a survival skill.

Adults who can master their own emotions and responses often enjoy successful professional and personal relationships.Ironically, learning self-control often grows out of conflict. So the next time you find yourself locking horns with your teen, take consolation in the fact that it s a perfect teaching moment.

Children must learn that negative, aggressive and dishonest behaviors are unacceptable. They will model their behavior after your behavior.

If you become agitated and angry while talking with or disciplining your teen, he or she will do the same. Eventually, the exchange will escalate into a painful argument that ends only when either you or your teen walks out. If your teen responds to your efforts to correct his or her behavior by blowing up and refusing to do what you ask, then you need to teach selfcontrol.

In teaching self-control, parents must help their children identify their feelings and learn appropriate ways to deal with these feelings.

Steps to Teaching Self-Control Calming Down: In this step, both you and your teen take a time-out to let your emotions settle down.

Describe the problem behavior. ·In a calm voice,briefly tell your teen what he is doing wrong. For example, John, you are yelling at me. ·Be clear and specific. Do not use vague or judgmental statements, and don t resort to name-calling.Use empathy, which shows your teen that you really do care about his feelings. ·Use statements like, I understand that you

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are upset.

Give clear instructions. ·Tell your teen exactly what he needs to do to begin calming down. For example, Take a few deep breaths and try to calm down. ·Keep your words to a minimum. Resist the urge to repeat yourself. Teens interpret this as nagging.

Allow time to calm down and remain calm yourself.

(This is the most important step. By remaining calm yourself, your teen will calm down faster.) ·Give your teen permission to leave the situation in order to calm down. ·Time alone gives your teen an opportunity to decide if he wants to continue his inappropriate behavior or calm down. ·Periodically check in with your teen, asking questions like, Can we talk about what happened?

Follow-up Teaching:

Begin this step only when your teen can respond to your request to talk in a calm voice.

Describe what your teen could do differently next time.

This step helps you teach your teen how to substitute appropriate behaviors for inappropriate ones. ·Use instead of phrases like, Instead of slamming the door, please tell me you are angry and ask if you can go to your room to calm down. ·Ask your teen to talk with you about what triggered his anger.

Have your teen practice what he or she can

do next time.

(Now that your teen knows what to do, he has to learn how to do it.)

Role-play, acting out a potentially volatile situation

·Let your teen demonstrate how he should respond. ·Offer your teen feedback, stating what he did correctly and what needs improvement.

Give a consequence:

This is critical because consequences are what help change behaviors. ·An appropriate negative consequence lets your teen know he cannot lose control when he does not get his way.

It is often difficult to remain cool and calm in an emotional situation like an argument. But it is very important to use a soft tone of voice, show empathy toward your teen and avoid any type of physical exchange.

It is also important not to let your teen sidetrack the discussion into an argument about issues that are not related to the immediate issue. For example, if your teen has missed his curfew, that is the only issue you should address. Don t let your teen draw you into an argument about how unfair he thinks his curfew is compared to his friends curfews.

Your teen will not learn self-control overnight.

As you teach, look for small, positive changes over time, and praise your teen when he makes progress. And congratulate yourself for breaking the argument cycle, which can harm the relationship you have with your child.

62

Health Latest guidelines for combating heart disease

Eat 5, Move 10, Sleep 8

By: Dr. Jennifer Nelson, M.S., R.D Did you know that about every and vegetables every day 25 seconds someone in the U.S. Move 10 is having a coronary event?

Increase activity and exercise This makes heart disease the at least 10 minute more than leading cause of death in the you typically do every day.

U.S. Sleep 8 Mayo Clinic is releasing a new Get 8 hours of sleep every book, "Mayo Clinic Healthy night.

Heart for Life!" during Each of these simple-sounding American Heart Month. What's habits addresses complex body novel about this book is that it functions. puts the latest guidelines for By eating 5 or more fruits and combating heart disease to vegetables every day you fuel work for you with an easy twoyour body with powerful week quick-start program. You vitamins, minerals, fiber, just have to: antioxidants and other healthy Eat 5 plant compounds. These help Eat at least 5 servings of fruits lower cholesterol and blood

sugar levels, regulate your heartbeat, and protect delicate blood vessels. By increasing your physical activity 10 minutes a day you'll burn a few more calories and make improvements in your blood pressure, cholesterol, heart and blood vessel strength, and overall fitness levels. Just get on your feet — stand up during commercials, walk while on the phone. It's a fact that sitting most of the day increases your risk for heart disease.Did you know that sleep deprivation itself increases blood pressure and risk for heart attack?

Chances are, if you're not rested, you're more stressed too. Get to bed earlier so you can get a good 8 hours of sleep.

Keep track every day of how you do with these goals over the next few weeks.

Did you eat 5? Did you move 10? How about sleeping 8?

What's important is that you try to do them.Of course, there are other things you'll need to do for heart health. I'm sure you'll find that this quick start for a healthy heart will be enough to motivate you to make other needed healthy changes.

WHAT YOU SHOULD KNOW ABOUT STROKE? Any of these symptoms are considered a medical emergency. All appear quickly, which is an important indicator of stroke: Sudden numbness or weakness of the face, arm, or leg, especially on one side of the body. Sudden trouble seeing in one or both eyes.

Sudden mental confusion, difficulty in speaking or under standing spoken or written language. Sudden severe headache with no known cause. Sudden trouble walking, dizziness, loss of balance, or coordination.

F.A.S.T Stroke Test Treating stroke quickly means recognizing it quickly. Use this test if you suspect someone is having a stroke: Face:Ask the person to smile. Does one side droop?

Arms:Ask to raise both arms. Does one arm drift downward?

Speech:Ask the person to repeat a simple sentence. Are his or her

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words slurred?

Time:If the person shows any of these symptoms, go to hospital immediately. Brain cells are dying so time is of the essence.

There are three types of stroke: Ischemic stroke:A blood clot travels to the brain and lodges there, cutting off blood supply to fragile brain tissues. It is the most common type, accounting for about 85 percent of strokes.

Hemorrhagic stroke:A blood vessel in the brain ruptures and bleeds in the brain. Although hemorrhagic strokes account for only 15 percent of all strokes, they cause 30 percent of deaths.

Transient ischemic attack (TIA): Brief episodes of symptoms that last from a few seconds to a full day. People who have had a TIA, or mini stroke, are much more likely to have a full-blown stroke in the following year.

63

Caffeine How much is too much?

Caffeine has its perks, but it can pose problems, too. Findout how much is too much and if you need to curb your consumption.

If you rely on caffeine to wake you up and

keep you going, you aren't alone. Caffeine stimulates the central nervous system, alleviating fatigue, increasing wakefulness, and improving concentration and focus.

When to consider cutting back For most healthy adults, moderate doses of caffeine 200 to 300 milligrams (mg) or about two to four cups of brewed coffee a

day aren't harmful. But some circumstances may warrant limiting or even ending your caffeine routine.

You drink 4 or more cups a day Although moderate caffeine intake isn't likely to cause harm, too much can lead to some unpleasant effects. Heavy daily caffeine use more than 500 to 600 mg a day may cause: ·Insomnia

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·Nervousness ·Restlessness ·Irritability ·Stomach upset ·Fast heartbeat ·Muscle tremors Even a little makes you jittery Some people are more sensitive to caffeine than are others. If you're susceptible to the effects of caffeine, just small amounts even

one cup of coffee or tea may prompt unwanted effects, such as restlessness and sleep problems.How you react to caffeine may be determined in part by how much caffeine you're used to drinking. People who don't regularly drink caffeine tend to be more sensitive to its negative effects. Other factors may include body mass, age, medication use and health conditions such as anxiety disorders.

Research also suggests that men are more susceptible to the effects of caffeine than are women.

You're not getting enough sleep Most adults need seven to eight hours of sleep each night. But caffeine can interfere with this much-needed sleep. Chronically losing sleep whether it's from work, travel, stress or too much caffeine results in sleep deprivation.

Sleep loss is cumulative, and even small nightly decreases can add up and disturb your daytime alertness and performance.Using caffeine to mask sleep deprivation can create an unwelcome cycle. For example, you drink caffeinated beverages because you have trouble staying awake during the day. But the caffeine

keeps you from falling asleep at night, shortening the length of time you sleep.

You're taking certain medications and supplements Certain medications and herbal supplements may interact with caffeine. Here are some examples. ·Some antibiotics.Ciprofloxacin (Cipro) and norfloxacin (Noroxin) types of antibacterial medications can interfere with the breakdown of caffeine. This may increase the length of time caffeine remains in your body and amplify its unwanted effects. ·Theophylline (Theo-24,Elixophyllin, others).This medication which opens up bronchial airways by relaxing the surrounding muscles (a bronchodilator) tends to have some caffeine-like effects. Taking it along with caffeinated foods and beverages may increase the concentration of the ophylline in your blood. This can cause adverse effects, such as nausea, vomiting and heart palpitations.

·Echinacea.This herbal supplement, which is sometimes used to prevent colds or other infections, may increase the concentration of caffeine in your blood and may increase caffeine's unpleasant effects.

Talk to your doctor or pharmacist about whether caffeine might affect your medications.

He or she can say whether you need to reduce or eliminate caffeine from your diet.

Curbing your caffeine habit Whether it's for one of the reasons above or because you want to trim your spending on pricey coffee drinks cutting back on caffeine can be challenging. An abrupt decrease in caffeine may cause caffeine withdrawal symptoms such as headaches, fatigue, irritability and nervousness. Fortunately, these symptoms are usually mild and resolve after a few days.

To change your caffeine habit more gradually, try these tips: ·Keep tabs.Start paying attention to how much caffeine you're getting from foods and beverages. It may be more than you think.

Read labels carefully. Even then, your estimate may be a little low because not all foods or drinks list caffeine.

Chocolate, which has a s m a l l amount, doesn't. · C u t back.But do it gradually.

F o r example, drink one fewer can of soda or drink a smaller cup of coffee each day. Or avoid drinking caffeinated beverages late in the day.

This will help your body get used to the lower levels of caffeine and lessen potential withdrawal effects. ·Go decaf.Most decaffeinated beverages look and taste the same as their caffeinated counterparts. ·Shorten the brew time or go herbal.When making tea, brew it for less time. This cuts down on its caffeine content. Or choose herbal teas that don't have caffeine. ·Check the bottle.Some over-the-counter pain relievers contain caffeine as much as 130 mg of caffeine in one dose. Look for caffeinefree pain relievers instead.

The bottom line If you're like most adults, caffeine is a part of your daily routine. And most often it doesn't pose a health problem. But be mindful of those situations in which you need to curtail your caffeine habit.

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A healthy diet can be described as a complete set of foods that is nutritious, seasonal and balanced. A list of top 10 healthy winter foods that are fresh and nutritious is mentioned below.

1. Bajra and Jowar: Calcium fortified millets like jowar and bajra are excellent choices of healthy food for winters as they help in building muscles and strengthening bones. They tend to be a meal by themselves and are most preferred in winters.

2. Peanuts: Peanuts are an extremely nutritious filler and antioxidant are a very good source of monounsaturated fats and thus are excellent for the heart. It is a rich source of vitamin , thus proves good for the skin. Ideally, people roast it and eat as a snack.

3. Sweet Potatoes: One of the most nutritious and healthy foods is sweet potato that is known to increase the body temperature. It is a direct source of carbohydrates and dietary fibre.

4. Spinach: Dieticians vouch for as one of the best greens that can be consumed in winters as they are full of anti-oxidants. Since they are a good source of iron, they are known to boost the level of haemoglobin.

5. Pomegranate Seeds: They are known to be excellent source of powerful antioxidants called Polyphenols. It also has phosphorous and calcium in abundance. They are beneficial in strengthening our immune system and can be either eaten raw or juiced as well.

6. Sesame Seed Sesame seeds are readily available in winters and are extremely effective in keeping the body warm. It is ideally beneficial to consume sesame seeds after meals as they help in digestion. Manganese, iron and copper are some of the essential minerals supplied by sesame seeds.

7. Oily Fish: Oily fish are best consumed in winters. They are a good source of Omega-3 fatty acids that are essential for the strengthening of bones.

8. Coliflower: It is one of the best health food and gives good nourishment to the body without any side effects.

9. Strawberries: It is full of antioxidant properties that work amazing in uplifting a grey and dull mood prevalent on colder days.

10. Eggs: This particular food is a favorite of all nonvegetarians and is known to alleviate depression.

65 Health Tips There are many steps people can take to try to prevent heart disease. You can start by concentrating on key lifestyle areas such as eating, exercise, smoking and drinking, and considering other factors like family history, diabetes and stress. Here are 9 top tips for a healthy heart from the British Heart Foundation

Top 9 tips for a Healthy Heart 1. Stop smoking. Quitting smoking is the single most important thing a person can do to live longer. If you are a smoker, you are twice more likely to have a heart attack than a non-smoker. But from the moment you stop smoking, the risk of heart attack starts to reduce. With public smoking bans recently introduced, there has never been a better time to give up.

2. Cut down on salt. Too much salt can cause high blood pressure, which increases the risk of developing coronary heart disease. Avoid foods like crisps, salted nuts, canned and packet soups and sauces, baked beans and canned vegetables, pork pies, pizzas and ready meals.

Many breakfast cereals and breads that appear healthy also contain high levels of salt, so keep your eye on these too.

3. Watch your diet. A healthy diet can help to reduce the risk of developing heart disease, and can also help increase the chances of survival after a heart attack. You should try to have a balanced diet, containing plenty of fresh fruit and vegetables, oily fish, starchy foods such as wholegrain bread, pasta and rice. Avoid foods like biscuits, cakes, pastries and dairy products that are high in saturated fats and sugar.

4. Get active. The heart is a muscle and it needs exercise to keep fit so that it can pump blood efficiently round your body with each heart beat. You should aim for 30 minutes of moderate intensity exercise a day. If this seems too daunting, start off gently and build up gradually.

Keeping fit not only benefits your physical health - it improves your mental health and wellbeing too.

5. Manage your weight. The number of people who are overweight in is rising fast - already more than half of the adult population is

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overweight or obese. Carrying a lot of extra weight as fat can greatly affect your health and increases the risk of life-threatening conditions such as coronary heart disease and diabetes. If you are overweight or obese, start by making small, but healthy changes to what you eat, and try to become more active.

6. Get your blood pressure and cholesterol levels checked by your GP. The higher your blood pressure, the shorter your life expectancy.

People with high blood pressure run a higher risk of having a stroke or a heart attack. High levels of cholesterol in the blood - produced by the liver from saturated fats - can lead to fatty deposits in your coronary arteries that increase your risk of coronary heart disease, stroke, and diseases that affect the circulation. You can help lower your cholesterol level by exercising and eating high-fibre foods such as porridge, beans, pulses, lentils, nuts, fruits and vegetables.

7. Learn to manage your stress levels. If you find things are getting on top of you, you may fail to eat properly, smoke much and this may increase your risk of a heart attack.

8. Check your family history. If a close relative is at risk of developing coronary heart disease from smoking, high blood pressure, high cholesterol, lack of physical activity, obesity and diabetes, then you could be at risk too.

9. Make sure you can recognize the early signs of coronary heart disease. Tightness or discomfort in the chest, neck, arm or stomach which comes on when you exert yourself but goes away with rest may be the first sign of angina, which can lead to a heart attack if left untreated.

66 Giving Back

The Citizen Foundation

910 purpose-built school units nationwide with an enrollment of 126,000 students is a professionally managed, non-profit TCF organization set up in 1995 by a group of

citizens concerned with the dismal state of education in Pakistan. It is now one of Pakistan's leading organizations in the field of formal education. As of 2013, TCF has established 910 purpose-built school units nationwide with an enrollment of 126,000 students. TCF encourages female enrollment and strives to maintain a 50% female ratio in most of its campuses. TCF has a full female faculty of 6,300 members. TCF also has a dedicated Teacher Training Center in Karachi and Mansehra for the ongoing training of its faculty and provides logistical support to all its teachers. About 9,500 jobs have been created in communities in which TCF operates.

The vision of TCF is to remove barriers of class and privilege and to make the citizens of Pakistan Agents of Positive Change. We believe that access to basic education is the right of each individual and not a privilege.

Apart from following the regular curriculum, we focus on the character building of students to equip them with high moral values and

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confidence. To achieve these goals, TCF is constantly surveying education-deprived locations in Pakistan to extend its network.

Each new location is appraised through an extensive land survey, assessment of income level, number and standard of existing schools in the area, demand for new school units, availability of an accessible site to build a school, qualified teachers in the area and a number of other criteria. TCF is registered in Pakistan as a company limited by guarantee under Section 42 of the Companies Ordinance, 1984 and its accounts are audited by KPMG Taseer Hadi and Co. TCF is ranked amongst the top scoring organizations certified by the Pakistan Centre for Philanthropy (PCP) and has received high non-profit organization (NPO) governance rating of GR8+ by JCRVIS Credit Rating Co Ltd. Milestones As of 2013: Students: 126,000 School Units: 910 Locations: 97 towns and cities Teachers: 6,300

Employees: more than 9,500 1.A network of 910 purpose built operational school units nation wide.

2.An enrollment of 126,000 students.

3.A balanced gender ratio; close to 50% female students.

4.Created 9,500 jobs of which 6,300 are female faculty positions.

5.TCF organizes an extensive Pre-Service Training (PRESET) for its new staff every year. This training is spread over 100 hours of various modules dealing with child psychology, learning styles, assessment methods and child-centered teaching strategies.

Apart from the PRESET, rigorous In-Service Training (INSET) is conducted every summer to keep our existing faculty abreast with new trends and pedagogy in teaching.

6. High non-profit governance rating of GR8+ from JCR-VIS Credit Rating Co. Ltd. 7. Gained certification from PCP (Pakistan Centre for Philanthropy). TCF is amongst the highest scoring organizations certified by PCP to date.

8. Raised public awareness about the problems

arising due to the dire issue of illiteracy in Pakistan.

The Need

·Pakistan ranks amongst the lowest countries according to the human development index of UNDP. ·With an estimated 173 million people, it is the 6th most populous country in the world. ·Annual population growth rate is 1.8% and with this growth rate Pakistan's population is expected to cross the 290 million mark by the year 2050. ·Of the millions added to the population each year, only half will have access to any formal education - the remaining will never see the inside of a school. ·Out of 173 million Pakistanis, 92 million adults of age 15 years and above (58%) are illiterate. ·47% of all male adults of age 15 years and above are illiterate whereas for females the percentage is as high as 72%. ·3 out of every 10 children aged 5-9 years in Pakistan do not go to school. ·2 out of every 8 children aged 10-19 years never see the inside of a classroom. ·Once in school, the drop out rate is very high (only 2 out of 10 reach class 5). ·The state of government schools is very poor; 10.9% of them are without a proper building, 37.7% without a boundary wall, 33.9% without water, 59.6% without electricity and there is frequent absenteeism of teachers. ·Government expenditure on education is only 2.1% of GDP.

TCF is Different TCF is different for the following reasons: 1. Education for the masses- All TCF schools are located in urban slums and rural areas of Pakistan. These are areas characterized by extreme poverty, where people neither have the means nor access to quality education.

2. National presence TCF is present in 97 different locations nationally, with enrollment of 126,000 students 3. Missiono Quality Education o Better Future Through the power of quality education enabling moral, spiritual, and intellectual enlightenment. Creating opportunities to improve quality of life.

4. Professional management TCF is one of the few non-profit organizations in Pakistan that are professionally managed by a team of highly dedicated managers and staff employed on a fulltime basis.

5. High level of governance- TCF have been assigned a nonprofit organization governance rating of GR8+ by JCR-VIS Credit Rating Co Ltd. These ratings are based on a scale ranging from GR-1 (lowest) to GR-10 (highest). The assigned rating denotes a high level of governance in TCF. 6. Certified by Pakistan Centre for Philanthropy - TCF have been certified by the PCP after a detailed desk review, field evaluation and approved by their Certification Panel. Certification

by PCP is a seal for organizations that exhibit exemplary standards in organizational effectiveness. TCF is amongst the highest scoring organisations certified by PCP to date.

7. Purpose built schools TCF schools are designed by reputed firms of architects and are complete with a library, art room and all essential facilities such as water, electricity, toilets, play area, furniture etc.

8. Scholarships & assistance- Scholarship upto 95% may be provided to all needy students, resulting in many students paying as little Rs 10 per month. Books and uniforms are heavily subsidized and provided at easy installments.

9. Co-education system with a balanced gender ratio- Female student representation in our schools in most cases is 50%.

10.Comprehensive & dynamic curriculum- Although TCF schools follow a curriculum in line with the officially prescribed Success Magazine (67)- www.successfoundationpakistan.com

syllabus by the board of their respective region, it is suitably modified and regularly updated to meet the demands of modern-day education.

This is done to ensure that students in TCF schools receive the most up-to-date education available.

11.Regular quality assessment- TCF Education Program is regularly evaluated through periodic inspections and assessments to ensure that the quality of education delivery is up to TCF prescribed high standards.

12.Trained teachers an a dedicated teacher training centre Education in TCF schools is imparted through formally trained teachers, hired strictly on merit basis. TCF organizes an extensive Pre-Service Training (PRESET) for its new staff every year. This training is spread over 100 hours of various modules dealing with child psychology, learning styles, assessment methods and child-centered teaching strategies.

Apart from PRESET, rigorous In-Service Training (INSET) is conducted every summer to keep our existing faculty abreast with new trends and pedagogy in teaching.

13.Complete education under one systemTCF students have the opportunity to obtain complete primary and secondary education (up to Grade X) under one schooling system, thereby giving them consistency in environment as well as the quality of education.

14.No discrimination- TCF education program is open to all persons and communities, regardless of their race, color, creed, religion or location.

15.Promoting women employment TCF only hire female faculty and presently there are 6,300 teachers and principals across all our schools.

16.The education panacea- Through education, TCF aims to transform children's lives in many distinct ways - better health care, family planning, and a tolerant and positive attitude towards society.

TCF Impact

TCF believes that illiteracy is the root cause of poverty. There is a direct correlation between the average life expectancy at birth and the adult literacy rate. People who have learned to read and write are more attentive to hygiene and health, less fatalistic and are more likely to turn to a doctor in time of need. Part of the solution to problems in the developing world lies in education. Hungry people need to be fed, but also need to be able to earn their own living. The sick need a cure, but must also be

taught to avoid the unhygienic practices that make them ill. The old adage, prevention is better than the cure, needs to be re-taught and adhered to again.

understandable because of their special responsibility in passing on knowledge to future generations. Teaching women to read and write helps to improve the well-being of the entire family, reduces fertility rates, ensures a greater emphasis on education for their children, balances family dietary and sanitary conditions and boosts their status within the community. Education for women is, therefore, a social necessity.

"Educate a boy and you educate one person.

Educate a girl and you educate a nation."

- Ibn Badis, an Algerian Muslim Reformist.

The Benefits Of Literacy Literacy saves lives The education of parents has greater total effect on child mortality than any other factor. One year of a mother's education has been associated with a 9% decrease in under 5 child mortality.

Teaching mothers to read can lead to a decrease in infant mortality of up to 50%. Literates place higher value on the education of children.

Adult education encourages children's education.

Children who live in an illiterate environment tend to forget what they have learned. Literacy means easier access to political and social arenas.

Education can make the difference between People who can read are better able to get temporary alleviation and long-term solutions.

In terms of priorities, feeding the hungry, housing the homeless and healing the sick will always seem to take priority over teaching the basics of literacy. But illiteracy as a hindrance to development needs to be acknowledged if long-term economic and social changes are to be affected.

Definitions of what level of reading and writing ability actually makes a person ' l i t e r a t e ' v a r y.

According to The Wo r l d C h r i s t i a n Encyclopedia, literacy is "the ability to read involved in the society of which they are a and write, as measured by the percentage of part. the adult population who can read and write · Literacy enables better money management. their own name and a simple statement. A · People who cannot read are more likely to higher level of competence is required for be fooled or taken advantage of. functional literacy." · Literacy enhances self-esteem and The term 'functional' literacy is used to describe confidence. a meaningful level of literacy that can be put · Literacy increases access to better paid jobs. to practical use. · Literacy means greater productivity on a This might mean people becoming aware of national scale. their basic rights, participating in community · In a recent study, a 20-30% increase in life, learning everyday skills, expressing literacy produces a 8 -16% gain in Gross themselves or achieving a measure of self- Domestic Product (GDP). reliance. · Literacy encourages later marriage and The priority for women's literacy is smaller families.

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69 Inspiration

The The Road Road to to Your Your Future Future Take control.

Start your Own Business.. now.

abir Ahmed survived rounds of layoffs before the end came in May 2011 when S his employer went out of business. Even before

receiving his salary slip, he d gotten fed up with the insecurity, the lack of control over his life and with the work itself.

Rehana Shah was perfectly happy working in business development for a chain of residential centers for the elderly. Then, out of the blue, her supervisor announced her position was being eliminated. Do these stories sound familiar? If you haven t faced a layoff yourself, surely you know someone who has. Or you ve suffered moments of uncertainty when all the scary what-ifs creep into your thoughts: What if I lost my job, my paycheck, my security, my savings, my identity my future?

Job security is a phrase our grandparents or parents understood. But in today s economy, it s gone the way of analog phones and eighttrack tapes. Those who have retained their jobs must do more for less shoulder more of the workload, work longer hours, forgo raises and bonuses. There is no safety net and fewer incentives for staying. For many disillusioned employees, employer-provided health insurance remained the last best reason not to leave and start their own businesses. So why not strike out on your own? What have you got to lose? That s what Sabir and Rehana asked themselves. Now, they realize they had everything to gain. Although Sabir felt a sense of pride in not getting axed in the first rounds of layoffs, he was tired of the uncertainty. He was inspired as he watched his brother help his sister-in-law start her own business, so he started brainstorming on paper, jotting down

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interests and ideas. He was exhilarated as he allowed himself to dream about all the possibilities.

Among his interests were green business and sustainable living. I wanted to be involved in something that was giving back to the community, he says. He tried to do research online, but found insufficient resources. And that gave him a business idea: a website for environmentally conscious consumers. From that moment on, there was no stopping him.

It was like I had a fire in my gut. Sabir s GreenPosting, a free directory for all things green has been live since October 2011 and generates income by selling ads to businesses promoting their sustainability. And 30-yearold Sabir has since developed a promising consulting business, too, helping other businesses adopt green practices and connect with each other.

Rehana s inspiration for taking the leap came from a random conversation with a friend about entrepreneurship. She liked the idea of starting her own business, using her own creativity to take charge of her future. And she recognized an unmet need for concierge services like running errands and providing transportation to help elderly people live independently in their own homes.

Days after attending a seminar on developing her business, she got the news that her position was being eliminated. Her supervisor offered her a lateral move within the company, but Rehana said no thanks. She d already turned the corner and was ready to chart her own success. Since that day near the end of 2011, Rehana, 57, has expanded her concierge

services to serve busy people of all ages. She markets her services to healthcare and corporate clients, and has been successful in persuading them that their employees will be more productive at work if they have help with personal needs.

Successful entrepreneurs aren t surprised to see their ranks growing. Owning your own business puts you in control of your financial destiny.

Small-business success has no limits, supermodel-turned-CEO Kathy Ireland tellsÊin her biography unless you place them on yourself. Ireland s product marketing company, kathy ireland Worldwide, began at my kitchen table with a few borrowed dollars, she says, and generated an estimated $1.4 billion in retail sales in 2005.

Entrepreneurs, by their very nature, can create their own success, says media mogul Ted Turner. People who own their own businesses are their own bosses. They are independent thinkers. Indeed, the liberty that comes with owning a business is a major draw of entrepreneurship. Business owners are able to be their own bosses, exercise creative freedom, and achieve financial independence not only for themselves, but for their families as well.

On a personal level, the rewards of entrepreneurship are infinite. To take an idea and turn it into something making money it s really amazing, Sabir says. I m in charge of my own destiny completely. It s just so rewarding to do something you re good at that s so appreciated, Rehana says.

But what about the risks of starting a business

in these unstable times.? Successful entrepreneurs resoundingly agree that now isn t just a good time it s the best time.

Times when everyone is confused and stunned present enormous opportunity [for entrepreneurs] because no one is really doing anything, writes Dell Inc. founder and CEO Michael Dell on his company s blog. So I think this is the time where the seeds of really successful businesses will be created.

And when it comes to risk, successful entrepreneurs say taking a chance on yourself is a much safer bet than gambling your financial future on a corporate job.

I think a lot of people are worried about making mistakes, but if you re not making mistakes, then you re not taking enough risks, says Zappos.com CEO Tony Hsieh. been some pretty big rewards.

Would Sabir and Rehana have taken the leap if not for losing their jobs? Possibly not, although both are awfully glad they did.

Starting the business in these tough times and seeing it grow is reassuring because it ll be poised for greater success when the economy rebounds.

Rehana admits she would ve waited until the economy improved, but she says that would ve been a mistake. With more people downsized, those who remain employed are responsible for more of the work, so they need her services to keep their personal lives on track, she says. Sabir s young business is still growing, but I can pay for my life, he says. As his own boss, he sees unlimited earning potential and personal fulfillment. Sure, he puts in a lot of hours, but it s like that adage, Do something you love, and you ll never work a day, he says.

Rehana also works long hours, but she s only really given up TV, which isn t such a bad thing. For anyone thinking about entrepreneurship, the advice is: If there s something you re passionate about that you re not doing, make every effort to attain that dream, pursue that goal. My only regret is that I didn t do it sooner.

Web Hosting for Non-Technical People

Designing a Website for Maximum Speed The Internet is a seemingly miraculous place for small businesses. Whether you build your site from scratch, or from a popular CMS like WordPress, or whether you hire somebody to build your site for you you should make sure your site is designed as simply and intelligently (on the front and the back end) as you can. Why?Because: - Simple, well-designed sites are faster sites.

- Simple, well-designed sites require less hosting resources, which makes them cheaper sites.

- Simple, well-designed sites rank higher in search engine results.

- Simple, well-designed sites are easier to keep up to date, which makes them more secure.

- Simple, well-designed sites are easier to edit, which makes them more adaptable to changing business conditions.

How do you build a simple, well-designed site? The following are a few ground rules, helpful hints and specific suggestions that should make things easier for you.

Tip 1: simple is as simple does Let s start by making one thing perfectly clear: simplicity in appearance does not necessarily equal simplicity of design. The kinds of things we re talking about here are mostly back end simplifiers, optimizing the parts of your site the public doesn t see.

Tip 2: install caching software Here s a general rule of thumb: don t make your server serve up content if it doesn t

have to. What you want to do is cache as much of this content as you can.Caching is pretty simple in concept: when you cache pages or elements, you store frequently seen content remotely, off of your web server, so it s not called up off the server s storage drive each time the viewer s computer asks for it.

Tip 3: turbocharge your caching with a CDN Caching software can store your content inside the site viewer s browser, but it can also work in concert with a content delivery network (CDN) that is optimized to serve up your cached content around the globe.

Tip 4: serve only recent posts.

Here s a simple rule of thumb for efficient design: if you have a site with chronologically sequential, frequently updated content (like a blog), design the site so that only the last two or three posts are displayed when the site is loaded. Some CMSes do this automatically, but it s something you should make sure is happening.

Tip 5: limit your apps Keep your apps and widgets to a minimum. and one specific tip: skip all calendar widgets if you can; they re incredibly resourceintensive.

Tip 6: Update your software Make sure you re always up to date on version updates if you use a CMS. Version updates = better performance and better security. No excuses!

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Tip 7: limit your image sizes Try to avoid widgets or plug-ins that automatically re-size images on your pages and don t use gigantic images as your source files.

Tip 8: get it right the first time Here s the last bit of insight I want to share: I know it s tempting to skip the process of making sure a site is designed for maximum performance before you launch it publicly to watch it in action in the lab and give it the go-ahead as soon as you see that it does what you want it to do. But you must design and test your site with real-world traffic impacts in mind. Every site has a point past which each additional visitor causes it to slow down, or simply stop working. When a poorly designed site hits this point, you have a choice: tear out your old code and redesign it after the site is live, or upgrade your hosting package. It s always better to make sure you got a good design to start with.

By the way, for those of you who are paying somebody else to design your site: don t feel weird about asking your designer to make sure your site has been designed with these principles even these specific recommendations in mind. If nothing else, it will show your designer that you re just as serious about how your site works as you are about how it looks and it will open a line of dialog that can only prove helpful to you and your business in the long run.

71 How to Guide

Why Startups Should Take a Big-Brand Approach to Marketing The following is the first in the series of Marketing Class of "Marketing Like the Big Brands," in which marketing expert Jim Joseph shows entrepreneurs on a small-business budget how to apply marketing strategies used by big brands.

W

hether or not you realized it before, if you're a small business owner, you're also a marketer. Maybe you were never trained, but you are in factÊmarketingÊyour business.

While lots of people have different perceptions about what marketing should be, for me, g o o d

marketing is all about creating a powerful and compellingÊbrand experienceÊfor customers.

It takes a special kind of person to run a small business. You wear many shoes. Entrepreneurs don't often have a clearly defined role within a well-oiled machine, nor can they generally count on multiple resources to complete projects. There's no marketing team to do the heavy lifting.We also expect marketing to be a never-ending job. The minute we have our plan in place, something changes -- a competitor enters the market, legislation changes the rules or a technological advance requires a rethink.This is true of big businesses and it's certainly true of small ones. Many entrepreneurs look longingly at the big brands, wishing they could replicate their activities

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By Jim Josephê

and generate their impact. I believe that in small business, you can get the same kind of results as the

b i g brands, just on a different scale.

The methodology needed to create an amazing brand experience remains the same whether you're Nike, a local restaurant, BMW or a consultant. It's the same process regardless of the size of the business. Sure, the budgets may be different, but how you get there is essentially the same.

To start, small businesses can learn a lot from how big brands create experiences that connect with customers, creating sharing and loyalty.

It's a matter of knowing what you want to accomplish and following proven best practices that work on any size business. It's a matter of turning your business into a brand by creating an experience tailored to your specific customer. Small businesses can often do that even better than big ones.Brands should be inspiring. That should be your ultimate goal.

As an entrepreneur, you may not think you can be inspirational, but you couldn't be more wrong. It comes with the entrepreneurial

territory. Small businesses are the backbone of our economy and way of life. You can add more value to people's lives than most large corporations. Innovation and creativity doesn't necessarily come from the towers of big business. It comes from the breakthrough, onthe-ground thinking of small businesses.

Every month I will explore a different aspect of small business marketing, using principles I've seen from the big brands in monthly Success online. We'll investigate how to act like a brand, identify your target customer, position your business and map out touch points -- all with the goal of helping you create a comprehensive marketing plan that builds toward a compelling brand experience.

The author is an Entrepreneur contributor. The opinions expressed are those of the writer.

Jim Joseph

He is the North American president of New York-based communications agency Cohn & Wolfe, part of the media company WPP Group PLC. He is the author of three books, including the latest,(Happy About 2013). Joseph also teaches marketing at New York University and blogs at.

G h a n i Te x t i l e s

72 Fashion

G

Ghani Textiles is one of the biggest aspiring players in the national fashion market. They are delivering customers the Creative Designs, Style, Fashion Illustration and looks made by the world s finest fabric qualities. More than a style Ghani Textiles represents a lifestyle Ghani Textiles is all about Unique Prints, Innovative Embroidery, Yarn Dyed Fabrics and brilliant colors.

hani Textiles today is one of the biggest aspiring players in the national fashion market. They are delivering customers the Creative Designs, Style, Fashion Illustration and looks made by the world s finest fabric qualities.A success story dating some years back, the company built it foundation in tradition and innovation. Over the yearsÊGhani TextilesÊhas prided itself on most distinctive features; unrelenting commitment, far-sightedness, enduring personal relationship and above all passion for the business is what spurred the founder of the company to pursue great results, and passion is still the driving force behind the present management team.

More than a styleGhani Te x t i l e s Ê r e p r e s e n t s a lifestyle and form in complete freedom. Ghani TextilesÊis all about Unique Prints, Innovative Embroidery, Yarn Dyed Fabrics and brilliant colors.

They are trying to reinvent the traditions to build a chic, cutting-edge style & blooming colors which will continue to inspire you all season long.Recently,Ghani Kaka Textile has introduced latest spring collection 2014 for women with printed touch. In this collection they offers beautiful three piece dresses with graceful prints and laces. You can seen long shirt, ban neckline shirts, Aline shirts, fitted frocks paired with perfect fitting tights, trouser and pajama, its depend on your choice butÊchurridaar pajama so suitable with these shirts. The churdaar pajama are plan and dubatta are printed same as sleeves. Today printed trend so running in the fashion market and this collection is totally designed according to the current fashion t r e n d . Ê G h a n i TextileÊprovides you fine fabric in this collection. In so short time period they make so much fan ranking due to their best quality fabric, best designs, stylish cuts, trendy looksand perfect fitting. This collection is available in stitched and unstitched fabric. Ghani Kaka is Karachi, Pakistan based textile.

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73 Trends

The uccess Guideto hirting

S

Ditch the one off your back and upgrade with our essential guide: how to make it fit , inject some color, and keep it all looking crisp and clean Think of Your Dress Shirt as Your Bullet proof Vest, It's the first thing you put on and your last line of defense. When you button it up in the morning, you should feel confident, in control, even invincible. Seriously, putting on a crisp, clean shirt that fits perfectly makes you feel like you're the boss. But here's the thing: A dress shirt is not any old shirt—there are a lot of details to get right, from the collar to the cuffs to the cut of the torso. All that said, buying the right dress shirt isn't quantum physics. You can find it at your local mall just as surely as at the fanciest, priciest, most fashionable store on Madison Avenue. You just have to understand the following principles.

1. Use Your Head—Check Your Neck Some guys just buy their shirts in small, medium, or large. No wonder they don't fit so well. You should know your measurements— neck size and arm length—and not just for the sake of it. These numbers are the key to making y o u l o o k b e t t e r .

The One-Finger Rule Make sure you can comfortably fit one finger between the collar and your neck. If two fingers fit, the collar's too big.

2. Trim the Shirt Fat-You see them everywhere, guys with ballooning dress shirts so blousy they could hide a backpack under

for a slim-fit dress shirt.The shoulder seams should hug your own shoulders. Make sure the sleeves aren't too long or too short. When unbuttoned, the cuffs should reach just past your wrists.

There Are a Zillion Collars- Ignore Them The spread. The cutaway. The super-duper

mega-point. Yeah, we get confused by collar choices, too. But really, you only need to know one: the semispread. It's not too fashionforward, not too conservative. It works with every kind of suit, every kind of tie. You can't go wrong.

What the Hell Is... a Straight-Point Collar?

The Straight Point-Think superminimal American style, not the oversize big-tie-knot Italian look.

The Button-Down- Has never gone out of style and never will.

The Semispread-Perfectly balanced. Not too wide or narrow. Not too hip or square.

The Spread-Got a Wall Street power suit?

Pair it with a spread collar and a substantial tie.

Male-Pattern Boldness them. No matter what your shape, buy a shirt Wear a dress shirt that stands on its own that closely fits your torso.

Now that you understand the fundamentals of Shop Right-When you head to the store, ask how a shirt should fit, you can start getting

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creative and playing with patterns. Right now we're big into gingham and plaid dress shirts.

They add instant punch to your work wardrobe while remaining classic at heart. In the fall and winter months, we prefer richer, more muted tones—the kind that go great with a dark business suit and strike a smart, urbane note. And when the temperature rises, your color palette should, too. Have some fun and reach for a lime green, pink, or lavender gingham. Live a little.

It's All in the Wrist-In praise of the unbuttoned cuff How you wear your shirt can be as defining as the shirt itself.This may mean leaving the collar of your oxford unbuttoned (as so many well-dressed Italian businessmen like to do).

Or it may mean doing something as seemingly insignificant as leaving your cuffs undone.

Really, it makes you feel more relaxed while still looking sharp.

Of course, it needs to be done correctly. The sleeves of your shirt should fit just right—the cuffs should hit the hinges of your wrists so they poke out about half an inch past the sleeves of your jacket.

S t y l e P o l i c e : G o Tu c k Yo u r s e l f Okay, here's the deal: Letting your dress shirt hang out doesn't make you look younger or thinner. Tucking in your shirt won't kill you, it'll just make you look better.

How to Iron Your Shirt in Four Quick Steps 1.Fit your shirt, back side facing up, over the rectangular end of your board (not the pointy end). Moisten the shirt with a water-filled spray bottle if it's not damp.

2.Finish ironing the back and flip the shirt over to the front. Pull the shirt down so the shoulder seam lies flat on the board and iron out the wrinkles. Repeat on the other shoulder.

3.Take the shirt off the board, flip the collar up, and lay it down so the back of the collar faces up. Spray and iron. Then fold a crease in the collar and iron it in.

4.Lay a sleeve lengthwise on the board and, pulling it taut from the cuff with one hand, iron it with the other. Keep it rotating so you don't iron a crease into it—your sleeve shouldn't look 2-D. Then open the cuff and lay it flat so the inside faces up. Iron. Repeat with the other cf.

74 Technology

Your Next Car Might be Powered by Hydrogen, or The Sun

These Fake NailsHave Been Made to Work With Touch screens

I

W hile autonomous driving is a major theme at the International CES

gadget show, cars that use futuristic sources of energy are potentially much closer on the horizon.Ford Motor Co. showed off a prototype solar hybrid car called the C-MAX Solar Energi, which has a gas engine along with rooftop solar panels that also power the engine. The car is designed to park under a 15-foot-tall carport made of a thin magnifying glass called a Fresnel lens that concentrates the sun s rays onto the panel to efficiently generate electricity. The carport isn t portable. So the car has to stop and recharge.Seven hours of sunlight gives a full charge the average amount of light in a typical American city, according to Michael Tinskey, Ford s associate director of vehicle electrification and infrastructure.The vehicle must park facing eastwest and inch forward to make the most of the sun s rays as it passes overhead. With the movement, it ll get a full charge, enough to run 21 miles on electricity only. Without the movement, it ll get only 3 miles of juice on a seven-hour charge, before the gas engine needs to kick in.While the car is being tested on streets now, engineers have more to figure out. For example, the carport is set up to be flat, making it vulnerable to weather.

"We ve got to figure out snow, we ve got to figure out rain," Tinskey said. "We know we ve got more work to do."

Also on display is Toyota s hydrogen fuel cell vehicle, called FCV for now. It will go on sale next year in the U.S. With a battery that uses hydrogen stored in a 5-kilogram (11-pound) tank and oxygen that rushes in through the front grill, the electric engine vehicle can get 300 miles while only emitting water and water vapor.

The main issue for eco-friendly owners will be finding enough hydrogen refueling stations to drive a decent range. California has approved $200 million in funding to build 20 fueling stations by 2015 and 100 by 2024. Toyota says as little as 68 stations will support 10,000 vehicles in the state.

The car s hydrogen power source is harvested in a chemical process involving natural gas. It is already being used in industrial processes like oil refining, and there are pipelines zig-zagging beneath major cities like Los Angeles, said Jared Farnsworth, senior engineer of powertrain system control for Toyota in North America.

With hydrogen prices expected to be about $6 to $10 per kilogram equivalent to $30 to $50 to fill Toyota s FCV there won t be much savings for owners used to getting hybrid vehicle mileage, especially because the car is expected to be priced from $50,000 to $100,000 when it goes on sale next year. But the Earth might thank them later.

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n times of darkness, I ve found myself wondering how the cast members of the Real Housewives of New JerseyÊuse their iPhones and tablets.After discovering Elektra Nails, I can finally let go of this dark daydream.Developed by a dermatologist, these patentpending glue-on nails use a light, fiber-based material to connect with touch screens, acting as a stylus that extends from your finger.

You only need to wear one (on your index finger), and it can be painted to match the colors of your other nails, just as long as the bottom half of the plastic isn t covered.So ladies, take note. Whether you are crazy fly, like Rihanna,or just plain crazy, like Lisa Vanderpump, you can now text and swipe with more ease on a phone.

This Stylish High-Tech Bracelet Measures Your Sun Exposure & Gives You Sunscreen Recommendations With the exception of a very few, I m usually disgusted by the

lack of aesthetic attention paid to wearable technology. Even Pebble s much-heralded Pebble Steel (revealed at CES) has a tinge of Chinatown knockoff to it.That s why I was delighted to see the Netatmo June, an inoffensive and dare I say,chic way to measure your exposure to the sun.Yes, its capabilities are much more limited than those of a smart watch, but that doesn t mean it isn t useful. The bracelet s glimmering sensor (which comes in gold, black, or silver) evaluates your exposure to UV rays each day, relaying that information to a specially-made app. That app, in turn, offers a daily prescription of how to deal with your sun exposure.So say you go jogging every morning: The app will evaluate the intensity of the sun, and give you image-based suggestions (like a picture of a sun hat, or sunglasses) to help you prepare. It even offers suggestions right down to the specific SPF.As you can see above, the sensor detaches, so you can wear it as a brooch, or attach it to a more exercise-friendly band, as opposed to the leather one show in these photos. My pasty self wishes I had this when I went to college in San Diego. I would ve saved myself from so many painful sunburns.

Netatmo June s app is only available on IOS at the moment, but they assure us an Android version is coming.You can buy one of these in May,

75 Yoga

Surya Namaskar (Sun Salutation) Step by Step

Surya Namaskar (Sun Salutation) means a salute to the sun. It is a continuous series of 8 related Yoga postures, some done twice, in what totals 13 poses. It is designed to warm up your whole body and integrate the body, mind and breath. The Sun Salutation is a warm up or toning exercise and is considered the best of all Yoga exercises as it stretches, compresses, arches and reinforces all the major muscles of the body, as well as the digestive and respiratory organs. It also helps develop flexibility, strength, balance, concentration and focus. Sun Salutation is a great way to synchronize your breath and can be practised twice a day. Given below are the step by step instructions.

Instructions for Sun Salutation: 1.Namaskar (Salute) Start in a standing position, facing the sun.

Both your feet should touch each other, palms joined together, in prayer pose.

2.Ardha Chandrasana (Half Moon Pose) With a deep inhalation, raise both arms above your head and tilt slightly backward arching your back.

3.Padangusthasana (Hand to Foot Pose) With a deep exhalation, bend forward and touch the mat, both palms in line with your feet, forehead touching your knees.

4.Surya Darshan (Sun Sight Pose) -With a deep inhalation, take your right leg away from your body, in a big backward step.

Both your hands should be firmly planted on your mat, your left foot between your hands, head tilted towards the ceiling.

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5.Purvottanasana (Inclined Plane) With a deep inhalation, take your right leg away from your body, in a big backward step. Both your hands should be firmly planted on your mat, your left foot between your hands, head tilted towards the ceiling.

6.Adho Mukha Svanasana (Do wnward Facing Dog Pose)-With a deep exhalation, shove your hips and butt up towards the ceiling, forming an upward arch. Your arms 7.Sashtang Dandawat (Forehead, Chest, Knee to Floor Pose)-With a deep exhalation, lower your body down till your, forehead, chest, knees, hands and feet are touching the mat, your 8.Bhujangasana (Cobra Pose) -With a deep inhalation, slowly snake forward till your head is up, your back arched concave, as much as possible.

9.Adho Mukha Svanasana (Downward Facing Dog Pose) Exhaling deeply, again push your butt and hips up towards the ceiling as in position 6, arms aligned straight with your head.

10.Surya Darshan (Sun Sight Pose) - Inhaling deeply, bring your right foot in towards your body, in a big forward step. Bo the your hands should planted firmly on your mat, right foot between your hands, head tilted towards the ceiling.

11.Padangusthasana (Hand to Foot Pose) Exhaling deeply, rise up and touch the mat, keeping both your palms in line with your feet, forehead touching your knees.

12.Ardha Chandrasana (Half Moon Pose) Inhaling deeply, raise both your arms above your head and tilt slightly backward. Return to stand facing the sun.

76 Cooking

Cooking With Chef Zakir Cream Caramel Ingredients 1/2 Kg Milk 7 Eggs 1 cup Sugar 1 tbsp Vanilla essence 4 tbsp Sugar Method 1.In a caramel mould, heat 4 tbsp sugar. In a bowl, beat together 7 eggs.

2.Then add 1/2 kg milk,1 cup sugar and 1 tbsp vanilla essence. When mixture is ready, pour into the mould and bake at 220 c for 20 to

Sindhi Biryani

25 minutes.

3.When it changes to a nice golden color, take out of the oven and cool to bring to room temperature.

4.Cream Caramel is ready.

Hot and Sour Soup Ingredients 3 glasses Chicken stock 1 Egg 2 Carrot 2 Capsicum 1 cup Chicken boneless 1 cup Spring onion leaves 1 cup Cabbage chopped 1 cup Bean sprout few drops Sesame oil 1 tsp Sugar 1 tsp Chili sauce 1 tbsp Flour mixed with chicken cube 1/2 tsp Black pepper powder 1/2 tsp White pepper powder 2 tbsp White vinegar 2 tbsp Corn flour 3 tbsp Soya sauce 3 tbsp Oil to taste Salt Method 1.In a pan put together 3 glasses of prepared stock, 3 tbsp soya sauce, 2 tbsp vinegar, 1 tbsp flour, 1 tsp chili sauce, salt to taste, 1

Macaroni Salad Ingredients Macaroni-2 cup Capsicum-1 Carrot-1 Tomato-1 Onion-1 Mayonnaise-3 tbsp BlackÊpepper-1/4 tsp Salt- As Required Method First boil the macaroni.

Then cut the Capsicum, carrot, tomato and onion.

After cutting them, take mixing

Ingredients Chicken ½ kg Rice 300 gm Plum 100 gm Whole mix spice as required Big green chilies 5 6 Mint leaves ¼ bunch Coriander leaves ¼ bunch Potatoes 3 4 Yellow color as required Tomatoes 4 Lemon sliced 2 Onion 2 Turmeric 1 tbsp Chili powder 1 tbsp Kewra water 3 tbsp Ghee 1 cup Ginger garlic paste 2 tbsp Yogurt 250 gm Nutmeg mace powder ½ tsp Salt to taste Method 1.Peel 3 4 potatoes, cut into cubes and boil with a little yellow color and water as required.

2.Now remove the slightly boiled potatoes and shallow fry with a little oil. Then remove potatoes and keep aside.

3.In a pan heat ½ cup ghee, add 2 chopped onion and fry till golden brown. Then add 2 tbsp ginger garlic paste and ½ kg chicken.

4.Fry well on high flame till chicken is a little tender.

5.Lower the flame, add 1 tbsp

tsp sugar, ½ tsp white pepper, 1 cup chopped cabbage, 2 chopped carrots and 2 chopped capsicum.

2.Cook over low flame. When the soupÊstarts boiling add in chicken cubes. Cook for 5 minutes.

3.Now add 2 tbsp corn flour paste and cook till thickens. Mix well with a Wooden spoon. Also add in 1Êbeaten egg and mix well.

4.Lastly add 1 cup bean sprout, 1 cup chopped springÊonion leaves and few drops of sesame oil.

5.Your Hot And Sour Soup is Egg Sandwiches ready, serve hot.

Ingredients 1 Tomatoes 1 Boiled egg 2 Green chilies 4 Bread slices few Mint leaves 4 tbsp Mayonnaise to taste Salt Method 1.Slice away the corners of bread.

2.Chop boiled eggs, green chilies and mint finely.

3.Add it to mayonnaise and mix. bowl and mix all together the 4.Spread the mayonnaise mixture macaroni, all the required on bread slice and top it with vegetables and then add salt, black pepper and mayonnaise. chopped tomatoes.

Mix them well and serve it cool. 5.Make bread slice to serve.

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chili powder, 1 tbsp turmeric, salt to taste and whole spices as required. Cook for 2 3 minutes.

6.Now add 250 gm yogurt and mix well.

7.Also add fried potatoes, cover and simmer on low flame for 10 15 minutes.

8.Now add 4 tomatoes cut into halves, 100 gm plum, ¼ bunch coriander leaves, ¼ bunch mint leaves and 5 6 green chilies.

Turn the flame off.

9.Boil water in a pan, add a little salt and 300 gm rice, boil rice till tender.

10.Spread boiled rice on top of chicken mixture.

11.Now spread ¼ cup melted ghee on top of rice, dissolve a pinch of yellow color in kewra water, spread on top of rice.

12.Sprinkle ½ tsp nutmeg mace powder on top and simmer on low flame for 8 10 minutes.

13.Dish it out and serve hot.

Prawn Tempura Method For Sauce 1.Heat1 tsp oil in sauce pan, add in 1 tsp chopped garlic and 2 tsp finely chopped spring onion.

2.Saute for 1 minute.

3.Now add 3 tbsp Japanese soya sauce, 1 tsp Crushed red pepper and 2 tsp Castor sugar.

4.Cook for few minutes and remove.

For Batter 1.In a bowl mix together 100 gm rice flour, 100 gm wheat flour, 100 gm corn flour and 2 pinch of salt.

2.Make into thick consistency batter with Ice chilled water as required.

77 Horoscope

2014 Lessons To Learn

2014... Numerological, it reduces to seven - the number of the thinker and the seeker.

Astrologically, it translates the same way.

Thinking and seeking, combined, will be part of your goal this year. But just how differs for each sign.ÊSome may be quietly exploring cyberspace in the confines of their own home.

Others may go out and about, socially expanding their horizons. In either instance, one skill is emphasized above all others: communication.ÊWhile we think of communication strictly as sharing information by talking, writing, or body language, we forget that sometimes we communicate without any outward expression at all, through actions and even thoughts.Whether our goals are loverelated, career-oriented or just for bettering ourselves, stronger and smoother communications remain essential throughout 2014 and into 2015.

For Fire Signs (Aries, Leo, Sagittarius), 2014 presents any number of surprises that will keep you on your toes. Uranus's presence in Aries means that you may be zinged every now and again with a revelation that makes you deeply reflective.ÊThe year, as a result, follows a back-and-forth pattern of introspectiveness and action. One moment you may be out and about, full of motion and excitement. The next, you're touching base with people you love to gain "brain fuel" for the next big project. And then, out of nowhere... something else comes along that keeps you and your loved ones talking for hours! The things you learn and share thus continue to enrich your life in unpredictable ways.

The Earth Signs

(Taurus,Virgo,Êand Capricorn) year has an organic flow. Instead of the hurly-

burly of throwing yourself into tricky situations, the art of effective communication will grow within you like a seed in the Earth. Though outside stimuli still have an effect, ideas have time to gestate slowly, growing almost of their own accord.ÊAs a result, you gain an aura of "quiet wisdom." Even when you feel like isolating yourself from the outside world, you're still praised for the well-nourished concepts

Horoscopes you bring to the table when you're ready. Pluto's year-long position in Capricorn charges your words and ideas with a natural, productive effectiveness...

Whatever you have to offer, it'll be the right thing at the right time.

For Air Signs (Gemini, Libra,Aquarius), communication is more

Horoscope for Capricorn

Get ready for one stellar career year, Capricorn! 2014 could easily be one of your most successful years on record, thanks to a huge conglomeration of planetary energies pushing you to the next level with your professional goals. For one thing you'll have the planet of drive powering up the top of your horoscope for an extended stay, January through July. Plus, the North Node of Fate will meet up with Mars in March in your professional zone through the end of the year, making the push to excel a dire necessity. Finally, add to all of this ambition the fact that lovely Venus will be kicking off the year in your stars for the first two months. She'll be retrograde during your birthday month in January, urging you to revisit old values and relationships. When Venus moves forward in February, you can expect some serious sweetness in your Water Signs relationships -- and possibly some extra cash.Saturn, your ruling planet continues his tour through your house of friends and large-scale life ambition in 2014. The work you began last year in terms of restructuring (Cancer,Scorpio,and Pisces) They have two beneficial planets taking up your values around both your social life and residence within them. Jupiter is in Cancer at long-term goals continues to solidify as you the beginning of the year, and Neptune is deepen your commitment level. You're also positioned in cozy Pisces. Put them together now realizing how important business and they spell an abundance of expression. partners, friends and colleagues are in So much to say, so much to hear, so much to supporting your life goals and keeping you do, and so little time to do it in! With every emotionally balanced. Family life and word you give, you receive just as much in domestic issues are another important theme return.ÊUnlike the Fire or Earth signs, there in 2014. This is a year to shed any ongoing may not be much time to "process" this family baggage. You don't need it anymore, information. Back and forth it goes, but it doesn't Capricorn. It's also the year to give up the seem there's ever enough time to let it sink in! fight in favor of greater peace of mind. It's The good part is that with so much going on, just not worth battling with relatives or you gain more knowledge even if you don't feel family members over the same issues year like anything's changed! You're gaining the skill after year. Now you'll be ready put your to think on your feet and act wisely even while foot down, refusing to participate in any more drama. This doesn't make you a bad you're in constant motion. person, so don't let the typical Capricorn guilt set in once you free yourself from the www.successfoundationpakistan.com chains.

constructive. Talking and listening become like girders on a skyscraper - they're components of a larger and more important objective. You may not be stopping to smell the roses much this year, but you will remember how the roses smell anyway!ÊIn the meantime, you'll be gaining the satisfaction of watching your personal goals achieved little by little. Your vision of the future you're trying to create will help inspire others with their own aims. There may still be the occasional hesitation, but the overall motion will be forward, propelled by the connections you make with friends and strangers alike.

78 Horoscope

Career and Money in 2014 Aries

If you're unemployed, the job market may s e e m consistently out of your grasp for the first part of the year. That's an illusion. Things are just happening so fast that it takes a practiced eye to be able to seize opportunities! In fact, you may have to think "outside the box" for a little while once the Spring Equinox occurs and the Sun trines the Moon in Sagittarius. Artistic and creative pursuits become paramount in terms of profit. Sure, you'll also have to silence outside voices that insist that certain ideas "aren't practical." But if you take some time to research these ideas, you can conquer that negativity... the solar wind is at your back.The trend continues generally smoothly, although a few financial nuisances in early November may shake you up a bit. The Moon's position in Pisces is only testing you, though - asking you just to do a "checkup" of your expenses.There's a danger of becoming stagnant with how your income is managed, so look at any sudden changes in income or expenditure as a chance to refinance a mortgage or change a payment plan, for example.The holidays promise firmer ground, so throw panic away and plan carefully with your future happiness in mind! Good luck, Aries!

will benefit you in some way.Up until then, work and money matters may be frustratingly unrevealing, but you will receive hints during the year that you're moving steadily upward, even if you're not sure what's going to be at that peak.Once you get there, everyone, including you, will recognize it as positive and beneficial. The question of: "Was this really what I was aiming for?" will not remain unanswered for long.

Gemini

If you've been quietly coping with a messy desk or an otherwise disorganized w o r k environment since last year, you're going to have to take special time to get things in order this year. In late March and early April, you'll be powerfully motivated to do so, and positive results will be almost immediate.ĂŠ Venus's conjunction of Uranus in Aries may cause a few financial hiccups, continuing well into later May, but it won't shake your faith in your new, more organized system.If you're looking for a job, your best bets may be lying outside your peripheral vision. You have a few cards in your hand that you might have been reluctant to play, but in the end these might be the ones that win the game for you. In mid-July, you have a good chance of making inroads to a previously unthinkable career objective. If you keep a Taurus Experimentation is not on the immediate solid watch on your finances in the interim, you should gain the confidence to make a bold horizon for start in this realm well before the year is out. you when it Good luck! comes to wise money Cancer handling.

Wisdom can Investments sometimes should stay just be close to common home, and sense with you should an edge, and do your best in your case, to maintain a low profile if you're currently you're going employed. If you're still seeking that special to be sharing job, the beginning of the year is not going to s o m u c h paint a picture of permanence, but instead will wisdom that appear to be a zigzag course to a new life that even you might be amazed at how effortless you weren't expecting. During the period before it seems!This benefits you in many ways in the Partial Solar Eclipse on October 23, your 2014. Job interviews seem a lot easier as you're world will be a series of tasks and processes, able to anticipate what the interviewer wants.In assembling slowly until that October day when mid-March, Jupiter's now-direct transit through - Voila! - something you hadn't anticipated your sign will enhance your ability to read

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between the lines of contracts and rulebooks to get the results you need. If you've been intimidated by bureaucracy before, step right in - you have what it takes to sort it out with a personal, human touch. There may still be a few speed bumps in the way, especially when money doesn't come as quickly as you need it around mid-August. Secretive Scorpio also hosts two planets, the Moon and Mercury, on September 27, creating an environment where valuable information is kept from you.

However, you've got the ability to keep up with the pressure and get results. If you do so, you may be the recipient of a special careerrelated present on December 25!

Leo

Y o u r professional life may appear to be a flurry of wild ideas, some of which may be too wild to act upon, but others may be the seeds of bigger things. Jupiter's retrograde status and Capricorn's unusually heavy influence at the beginning of the year may produce a few more frowns than you're used to when you present new ideas. Never mind, though... your fertile mind is going to benefit you in many ways, not the least of which will be finding new employment if that's what you desire.The ball really starts rolling as the summer approaches. There are fewer chances for miscommunication as your likelihood of connecting with the right person increases. There might be some excessive "give and take" with negotiations and you may become a bit frustrated that other parties just aren't coming to meet you in the middle.It's up to you to be the "chess master" in this game, because your financial betterment is very dependent on well-honed people skills and your self-presentation. Life will be a classroom, but with your inherent Leo fire you'll get to the top of the class quickly!

Virgo

At the beginning of t h e y e a r, w h e n opportunity knocks, it could seem as if it's the same visitor

who'd been appearing last year and the year before that. Despite hopes of something exciting dropping in your lap, you have something that, on the surface, appears to be ordinary and wishy-washy.ÊHowever, this is deceptive. What these possibilities are missing is YOU! And with what you bring to the table, they could blossom into colorful career opportunities that you'd miss if you only looked at the surface.ÊIf you're already working and satisfied with your job, you might find yourself making too big of a deal over little things.

Every new expense, every out-of-the-way errand, and every difficult co-worker stands out like a sore thumb to you.So why not get a jump on the end of the year? If a tricky problem arrives in your workplace or finances, remember that you'll do just fine!

Libra

Everyone you meet in a professional capacity is a potential avenue of success, from the CEO on the highest floor of the t a l l e s t building to the newest recruit straight from college! However, with so many people that you come in contact with, it may be a bit confusing to sort out those who can just become friends, or who might help you ascend to a position that you really enjoy - not that the two are mutually exclusive!The first two days in February feature both the Moon and Neptune in Pisces, creating a unique aspect for business communication. thanks to Jupiter's position in Cancer kicking off some beneficial aspects.

Then, come the spring and summer, you'll be kept very busy with projects and interviews.

There are rewards down the line!The Moon in Libra's opposition to Uranus in Aries on December 15 hints at a pleasant surprise that will pick up your spirits in time for the New Year!

Scorpio

W i t h Capricorn being a h e a v y influence at t h e beginning of t h e y e a r, capturing the Sun, Moon, M e r c u r y, and Pluto, your year may get off to a workheavy start! Before too long, however, you should settle into a routine while subtly planting the seeds for positive change within your work life.Even if you're searching for work, your methods and ideas are apt to gain quite a bit of attention by your prospective employers.

This year starts off with possibilities that almost

leap into your lap, yet your success depends on how well you think on your feet once the offers are made!If you play your cards right, you should be able to weather a quiet period of inertia broken by occasional storms.

Sagittarius

The ability to take in and truly process information will serve you well at t h e beginning of t h e y e a r.

Right off the bat, on January 1, Capricorn's h e a v y influence on your chart will give you a strong tailwind when it comes to sailing the ship of business.If you have strong ideas, Venus in Capricorn will assist you in bringing them to fruition. Though there may be some resistance, you can still win people over if you make the case steadily and enthusiastically.In late summer the planets deliver some interestingly cryptic yet positive messages. With the Moon in your sign on August 6, aided and abetted by the Sun, Jupiter, and Mercury in Leo, you could be given the keys to a door or two that lead to added prosperity. Even if you get some questionable signals and aren't sure of all the details, you can still take time to sort it out.Your money isn't going anywhere unless you tell it to, and if there's a catch, the Lion's influence on you is magnanimous and allows for some breathing room to make the right decisions on your own time. Sometimes they can be both!

Capricorn

Of course, the year beginning with such a dramatic Capricorn influence implies that your routine work will see a burst of a c t i v i t y.

Your outside life is just as busy, and you might have to struggle a little to keep your equilibrium.ÊWith Jupiter in Cancer, you do have helpful resources here and there that you can tap. What you need to remember is that you don't have to do everything yourself.

Saturn is tucked away in secretive Scorpio, so you may feel that the silence others give you implies that you have go it alone in everything you do. But don't forget that Venus is in Capricorn. To get the help you need, all you have to do is ask!In the meantime, however, be careful with money. Saturn's Scorpio sting will make you feel like tightening the purse strings anyway, but you might still be the target of pleas for money. IIf someone is asking for added charitable contributions or unreasonable loans, politely decline or keep it to the bare

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nimum!

Aquarius

Thinking outside the box will come easy to you this year - not that it's ever too hard. In fact, for you there's practically no box. Fiery A r i e s possesses Uranus this year, married to mystical Pisceso w n e d Neptune, all but ensuring that your solutions to work-related problems may raise a few eyebrows.ÊFortunately for you, Mercury does a dance with Aquarius and Pisces, moving back and forth, until April 7. While this signifies stagnation to some, it helps support you. The attitude at work becomes "try anything once," and your ideas definitely look attractive.ÊYour money situation looks good as well, but you may be a bit conflicted on how to manage it.

Playing it safe versus going for broke may be a heavy quandary for you most of the year, with Uranus frowning at "safe" and Saturn pointing to "broke."With Jupiter transiting to Leo in mid-July and practically gesturing at you to break free from indecision, you may decide to go half and half. Sun in Sagittarius trine the Moon in Aries on December 1, followed by a later stint with the Sun and Venus in Capricorn, your divided instincts will pay off well.

Pisces Your home may be the backbone of your financial and career success this year. With the king of planets in Cancer, you might have to put your personal affairs in order while Capricorn does some of the heavy lifting for you in public at the beginning of 2014. It's a very good time to get your ducks in a row and prepare yourself for some challenging aspects.ÊOn March 1, the Sun and Moon form a cheering section as you head into a turbulent storm, Neptune gliding in to provide an additional dose of serenity to keep you focused on the real task at hand as opposed to the inevitable political bickering.ÊYou're a walking, talking eye of the storm, and as such are bound to be vastly appreciated from the beginning of March to mid-May when belligerent Mars and stern Saturn are retrograde.What's more, toward the end of the year you'll be learning a lot about why your home and hearth matter in the rough and tumble world of finance.

80 Books

Bill Gates: Top 10 Books to Read "My Years with General Motors" by Alfred Sloan "My Years with General Motors" was published in 1963 and straight after that it became a bestseller and one of the books to read for every businessman. Not only this is the story of one of the world´s leading company in the automobile industry, but also it can be used as a manual for future business tycoons as it contains the unique experience of a leader who led the "Catcher in the Rye" by J. D. Salinger Catcher in the Rye is undoubtfully a classical work of the American literature and is very popular in "Top 10 books" lists. This novel was the peak of J.D. Salinger's career, as after it was published, he decided to live a life of a

hermit. The main character being an expelled student named Holden Caulfield, the book is a first-person story written in the accordingly stylized language. Though he is just 16, he encounters many events that tend to preclude adults. Catcher in the Rye is about a youth of 1960-s,but it is still actual today.

"A Separate Peace" by John Knowles The story about two friends, Gene and Phineas,

by John Knowles is an undisputed American classic. It tells us about the life of two boys studying in a boarding school in the early 1940-s. They face a number of obstacles, even have something like the WWII itself between them, making for the life of adults. It is not a very popular book to read, but quite respectable.

"The Great Gatsby" by F. Scott Fitzgerald The Great Gatsby, the crowning achievement of the literary career of F. Scott Fitzgerald, is set in the Jazz Age, that is, 1920s. This is the story of Jay Gatsby, very wealthy and powerful billionaire, who is in love with Daisy Buchanan.

As almost every man of power, Gatsby likes to throw luxurious parties, gather the Beautiful People in his house. The Great Gatsby is one of the great classics of XXth century literature.

"Life Is What You Make It" by Peter Buffett.

Though the author bears such famous last name, Buffet, he claims that he hasn´t inherited

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much from his parents, concerning materialistic issues. He was gifted with a family philosophy: "Everybody must find his own way in this life". This warm, mind broadening, and inspirational book asks every reader, what will he choose: the way of least resistance or the way greatest satisfaction?

In some sense this is the life story of Peter Buffet himself.

"SuperFreakonomics: Global Cooling, Patriotic Prostitutes, and Why Suicide Bombers Should Buy Life Insurance" by Steven D. Levitt After publishing Freakonomics in 2005, Stephen D. Levitt and

Stephen J. Dubner didn't stop. Having worked a lot, unrevealling new sides of current situation in the world, they present Super Freakonomics, a book that will twist our way of thinking once again! Can television rise crime levels? What do prostitutes and department store Santas have in common? These and many other at first sight looney questions that can arise in the head of everybody are answered by the authors. It's not an analysis, it is a freakalysis!

"That Used to be Us" by T h o m a s Friedman This book written by Thomas L. Friedman and M i c h a e l Mandelbaum, two quite famous sholars and thinkers, discusses the modern problems that are faced by the USA and the whole world itself. Those are globalization, information revolution, deficits and consumption patterns.

The authors come up with several solutions so that the American nation continue to be the Force N1 in the world: collaboration and interchange. The problem is not only in the

One of the richest men in the world recommends novels and a couple of books on business.

Here is his favorite book list. system itself, but in the minds of the Americans.

"For the Love of Physics" by Walter Lewin Probably, many of you have had a problem with physics in school. It was complicated, uninteresting, contained many formulas, one is similar to the other. It is time to change this situation. This marvellous book, written by MIT professor Walter Lewin, is made for your convenience. No need to bone up on formulas, everything is written in such way that you will be surprised about how could you even dislike the science. Simply thrilling.

"The Language Instinct: How the Mind Creates Language" by Steven Pinker Language is a matter that cannot be neglected in everyday life. It is made to communicate.

But few people question themselves: what is a language? How is it structurized, who made it, how come we can understand each other?

Steven Pinker can answer all those questions.

Using multiple examples that are easy to

understand, he guides us through the mysterious world of language.

"The Ten Commandments for Business Failure" by Donald R. Keough Don possesses a special combination of experience, wisdom self-confidence and selfawareness. His commandments for failure will teach you more about business success then a whole shelf full of books - Bill Gates