“Highly Recommended for Public and Academic Libraries...” ―Library Journal
Business Travel AWARDS RESORTS
Where Work & Play Go Hand in Hand
Keeping Caffeinated Business Smokin’ Nation’s Top 8 Cafés
September-October 2011 STRATEGYMAGAZINE.COM
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Self-Help Business Books take Celebrity Status; Managing Revenues, Employees and Moms; W. Ryan Harmon Goes Into Publishing , and more…
TABLE OF CONTENTS September-October 2011 STRATEGYMAGAZINE.COM
EDITOR’S LETTER 4
What Ever Happened to Sex Sells?
PERSONAL GROWTH 7
Employee’s Ladder |Fabricating a Leader; Yes You Can
8 Life Coaching |Step Away From the Vehicle 10 Surviving & Thriving | Surviving With Seven GETTING PUBLISHED 14 Building Your Platform | Creating a Belief System That Works?
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RATINGS 16 Best Selling Self-Help Business Books | The Summer Five-0 ENTREPRENEUR 19 Leadership Development |Leadership Starting Off 21 Sales & Marketing | Yielding $100 Million in New Revenue BUSINESS 23 Management | Managing Moms LIFESTYLE 34 Fashion | Men’s Late Summer “Must-Haves” 35 Beauty | All About the Eyes, Wiser With Skin, Too
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36 Health & Wellness |Death by Chair 37 Leisure | Golfing with the Pros CONFERENCE CONCIERGE 38 Where to Stay, Eat, Go |Meeting with the Minds OP/ED 39 Elevator Pitch | Dressing with Spice FEATURES 24 Awarding Business Travel Excellence | Part of traveling involves comparing who is better at what, especially when the words business and travel are ergonomically fused together. After much research, questionnaires and mad travel schedules, STRATEGY unveils their Business Travel Awards.
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28 Top 8 Best Business Cafés | When it comes to holding today’s business meetings, a café’s reputation for attracting movers and shakers is just as important as its ability to serve stellar coffee. If you’re looking to impress a new client, celebrate a merger or just work out a few details away from the office, we’ve compiled the Top 8 for business cafés, presented in no particular order. strategymagazine.com | STRATEGY | 3
EDITOR’S LETTER
WHAT EVER HAPPEND TO
SEX SELLS?
It’s fascinating, yet odd to find a decline on sex books on Barnes and Noble’s website to the all-high business section. Survey says 38,696 results for sex versus 281,311 results for business. Self-help business books have reached celebrity stardom and it just feels good to be associated to its coverage, as well as its luring chase for the next best senior business professional interested in writing a book about their career, but don’t know how to get started. Peter Shallard, the Shrink for Entrepreneurs who is a renowned business psychology expert and therapist gone renegade made me laugh, intensely the other day. Shallard works with all types of entrepreneurs around the globe who strive to reach greater goals of wealth, freedom and social impact. He recently wrote the following on his blog, “Last week I talked about addictions and this week I’m confessing one of my own. I have a business non-fiction habit, with a voracious psychology addiction to boot. If it’s about the mind, success and commerce… Chances are, I’ve read it. I’ve been working on this addiction though and I’ve been successful. I’ve managed to cut back considerably, sometimes going weeks without reading anything but fiction. I’m blowing the whistle today. It’s time to expose self help for what it is – entrepreneurial pornography.” Does that mean we are kissing the lonely, no-good guilt-driven porn industry to shreds and welcoming a well-established motto of self and business development to a higher degree? He writes more, “As pretty much anyone will tell you: Porn is a shallow, distorted reflection of just a small part of the dance between real lovers. Likewise reading anything about success, 4 | STRATEGY |strategymagazine.com
as exciting as it feels, is but a shadow of the fulfillment that comes through actual achievement. I don’t need to go into any more detail on this metaphor – use your own imagination.” Business Self-Help Industry Gone Wild; gotta love it! According to a Marketdata Enterprises market report, the U.S. selfimprovement market is worth $9.6 billion. They expect 11.4% yearly
Business SelfHelp Industry Gone Wild; gotta love it!
growth through 2011, to a value of $13.9 billion. Audiobook sales have been growing about 4.5% per year. Total audiobook sales were estimated at $2.08 billion last year, with selfimprovement titles representing $354 million of this. Books? $693 million worth of business self-improvement books were sold last year. Fueled by continued strong sales of these books, the market is forecast to grow 8.3% this year. Personal coaching? An estimated 40,000 people in the U.S. work as life or work coaches and this $2.4 billion
market is growing 18% per year. What does our Coach Maggie have to say regarding the battle of sex books versus business books? “I’m not sure I can speculate on the decline of sex book sales,” smiles Coach Maggie. “However, regarding business books… Our economy has challenged many to think outside their circumstance and basically reinvent themselves. As some transition from employee to business owner, the need for personal and leadership development has compelled many to learn from the experts. Hungry for role models, they look for the shortest learning curve that will lead them back to a more secure livelihood.” The ever-booming business selfhelp industry is growing and we love it. Perhaps it may be the new found addiction for some; but for now, I will keep it in my records as though we are doing something right by feeding the hungry and parched.
Mavian Arocha, Editor in Chief
PERSONAL GROWTH | Employee’s Ladder
Fabricating a Leader; Yes You Can Leadership Traits YOU (the Employee) Need to Develop On-the-Job
What makes for a great leader? Are leaders born, or can they be molded? Whether or not someone has the capacity to be a great leader, they still need to be molded and nurtured. Which means, EVERYONE, even if their job doesn’t have a leadership component right now, should consider developing their leadership skills.
What are the traits that define leadership anyway? You asked. So, in a nutshell here they are:
...vision alone is not enough... Passion and drive complete the picture...
Vision: Leaders have a clear vision of where they want to go, specifically related to an organization, how they will grow it into a well known business with a recognizable brand that differentiates it from its competition. However, vision alone is not enough. Leaders not only have this vision but are able to develop and implement a plan for success. Passion and drive complete the picture; leaders are also able to share their vision and generate support from others to fulfill the goal.
Focus and Discipline: Strong leaders are disciplined. They set priorities and singlemindedly create a set of actions that they fulfill. This focus enables them to drive action and achieve results. You can spot a good leader because they are so focused on the goal while inspiring and encouraging others to participate. Trust and Values: At the core of every true leader is a trust and value system that hinges on integrity. Leaders display a genuine character and never sway from a truthful path. Leaders do not take short cuts that have the potential to harm the business. They would rather take a bit longer and ensure that integrity is maintained rather than pursue a less righteous path. They are honest, forthright, and controlled to ensure that others feel comfortable in approaching them with information and ideas. This ability to build trust generates followers that are highly loyal.
Shared Success and Shared Failure: Great leaders share success with others, and also failures as well. They have the ability to credit others with success and also take responsibility for failures. The ability to take the good with the bad and share it all is the hallmark of a leader.
Humility: “We are all human.” Leaders recognize and embrace this. They do not put themselves on any pedestals but treat others the way they expect to be treated and work to support the overall efforts of a group. They are receptive to new ideas and realize that they are not the only ones that can foster change. A good leader listens and can accept that a different way of doing things might be better than maintaining an existing situation. They do not judge but are open, establishing trust and mutual respect. Humor: Above all leaders can use humor to create camaraderie and generate support. There is nothing like a good dose of laughter to diffuse a tough situation. There is no doubt that some people are born leaders. However, those traits need to be nurtured to realize their full potential. So there is more than a dash of molding that needs to be thrown into the pot and stirred to ‘produce’ someone who can truly inspire, motivate and lead others to achieve greatness. If you aspire to be one of these people, then it’s time to start developing your leaderships skills.
BY DEBRA WHEATMAN Debra Wheatman is an authorized DISC Administrator and Chief Career Officer. strategymagazine.com | STRATEGY | 7
PERSONAL GROWTH | Life Coaching
Step Away from the Vehicle Split-second Potential Conflict Alert System – Do you have one?
T
here are times in our busy lives when we suddenly reach a point where the next word we speak may very well be the beginning of a conflict. The actual conflict is taking place inside of us. How to respond: from our rational mind, our emotions, or for some
I’ve got some great success stories in my experience bank and there are some really “not-so-good” stories as well. As a result, I’ve learned some things which I’ll pass on to you today. Not all moments are created equal; recognize your trigger moment. How do
The actual conflict is taking place inside of us. of us, draw on God’s wisdom? It’s easily a split second decision point. Think back. I’m guessing there have been a few times when your response was brilliant, conflict averted and it all resulted in positive outcomes. On the other hand, there were those times when maybe, well, we could have done better. 8 | STRATEGY |strategymagazine.com
you know this is one of “those” moments where self-management is perhaps the better choice? This is different for each of us but for me… my body and mind speak to me. It’s an incredible phenomenon. Picture this… First this voice in my head says, “Oh no; you didn’t!” Then, almost simultaneously my head snaps towards
the source, my left hand goes on my hip and my right hand shoots up with index finger pointing (a Cuban heritage thing), and my mouth—lock and load—is ready to… Exercise the split-second pause. I’ve taught myself to recognize these moments and when I do, I hear the words, STEP AWAY FROM THE VEHICLE! This makes me smile and I begin to breathe regularly. The scene freezes, all activity stops while I draw from the truth that resides in me. Recover – do the next “best” thing. Check in with your motivation. What’s the purpose of the words you are about to speak? Will there be positive outcomes or is this the beginning of a pretty messy situation. This is your decision. Personally, I’ve learned that it takes just too much energy to clean-up after lashing out. No good has ever come from that. I’ve learned that the words that come out of my mouth define “me.” Step Away From the Vehicle! Humor helps me un-sizzle. Why not try it? Leaders take time to understand and practice selfmanagement.
BY COACH MAGGIE SABATIER-SMITH
PERSONAL GROWTH | Surviving & Thriving
Surviving With Seven Overworked, feeling attacked and overexerted. How do you prevent games of the mind to control your desire for living smart? The word of the day: Survive. Okay, you’re struggling, contemplating things that will land you in jail, wishing you could be anywhere but around your caustic, obnoxious, and maybe bullying boss or colleague, and yet, you stay. Why do you stay? Most reasons people stay in such environments are economic but also your identity-who are you without work, convenience-family-it’s hard to imagine leaving a city where you have deep roots, and stubbornness-you plan to outlive and out-advance your hell-of-a situation. So, you stay, and stay and stay even as you pay a huge price. Here are some things to do to help you manage your situation.
This is a mindset issue.
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One
: Consciously commit to work so you have some semblance of control over your environment. You’re not a patsy or a victim even if you are staying. Uncover your reasons for staying and then plan your next moves. One person I know updated her letter of resignation every two weeks for three years until she was ready to move on. Her departure was clean and balanced and came from power not defeat.
Two
: What are you grateful for? What about colleagues, friends, training, even ‘getting tough’ and learning to be assertive are fodder for gratitude.
Create a list of things you value and appreciate at work.
Three
: Uncover the places where you and your boss are aligned. Perhaps the overarching goals of the organization to turn a profit, streamline systems, or improve sales and marketing strategies? By doing so you can reduce your anger and stress and discuss the issues you have in common.
Four
: Work when you’re at work. Show yourself and your colleagues that you’re an asset to the organization. Avoid stonewalling (resisting improvements and failing to cooperate with colleagues), don’t gossip, and stop whining about your boss and the conditions in the office.
Five
: Give up revenge. It’s never satisfying. One true story I know is about a gentleman who lost his thumb in a work accident. He sued his employer and won a huge settlement. He threw the check on the table and asked to trade his check for a thumb. No one wanted to trade! Revenge doesn’t fix the loss. This is a mindset issue.
Six
: Remind yourself that conflict is a natural part of life and not all conflict is disastrous. Take an assertiveness training class, read some books on negotiation, and management to help you improve your conflict management skills. You’ll use both these skills and take them with you.
Seven
: Hire a confidence conflict coach. Coaches who specialize in handling confidence and conflict issues can support you to manage, improve, and transcend your circumstances.
BY KATHLEEN SCHLWEIS An interpersonal relationship advisor and certified master coach Kathleen Schulweis is dedicated to the empowerment of women and men facing workplace and relationship conflicts including bullying and harassment. Kathleen holds a Masters in Professional Coaching, Certification in Co-Active Coaching and Relationship Systems training and a C.Phil. in Sociology. She is the founder of Confidence Connections. For more information, visit www.confidenceconnections.com.
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GETTING PUBLISHED
Creating a Belief System That Works? New coming author W.Ryan Harmon encourages business professionals to rely on belief, rather than fear. Is it alternative? Yes. Maybe? Hmm, but, he does say his approach is an effective business practice that helps reach goals and achieve success.
STRATEGY: You have created a platform in your first and recently released book, “The Power of Belief in Business.” What were your steps to write your book, from brainstorming on the idea to publishing?
Harmon: I would love to be able to share a story of how I proactively set out to write a great book that would revolutionize the way that businesses achieve unprecedented success. Although, I believe that this book will do just that, it was the result of years of experiences, both successes and failures, and not part of the plan. I have given an overview below of how this book came to be. It all started in college, at Marshall University, when I learned about Maslow’s Hierarchy of Needs. Simply stated, human beings are motivated by unsatisfied needs and once they fulfill their lower-level needs, they can progress to higher level needs. At the time, it seemed like something was missing, but I was not aware of what it could be. Years later, in the midst of my most difficult business assignment, I had a “light bulb” moment. I was sacrificing my own personal needs in order to achieve a very important objective for my company by working day and night for several months. I was exhausted and physically sick at times, so why did I keep pushing forward? I realized that I had such a strong belief in my mission, my leader, and my company that I was willing to make those sacrifices and do everything possible to succeed. This discovery changed my life. At that moment, I started to question everything I knew about running a successful business. I evaluated other leaders to determine if there was a correlation between belief and results, and if so, what factors provided the most significant 14 | STRATEGY |strategymagazine.com
impact. The most profound discovery that I made was that success has much more to do with belief than it does with the strategy itself. This explains why the same strategy can be given to leaders at multiple facilities with results ranging from outstanding to poor. After careful evaluation over years of experience, I identified the following areas that I believe have the most impact on business results. I call these areas the five points of business belief. They are: Belief in the Leader, Belief in the Cause, Belief in Self, Belief in the Team, and Belief of the Customer. After personally experiencing great success by leveraging the power of belief; I decided to document this strategy to share it with others.
STRATEGY: How did you establish your belief system?
Harmon: I was born and raised in Huntington, WV where I came from a modest upbringing. My father was a maintenance mechanic that worked around the clock to provide for my mother, two brothers, and I. My parents constantly painted a vision that someday I would get a college education, become a successful business professional, and provide a stable life for my wife and children. Today, I am a loving husband, the father of five wonderful children, and I have achieved business success. I owe my personal and professional success to what I refer to as “The Power of Belief,” but what started as a mother and father simply encouraging their child to relentlessly go after his dreams.
STRATEGY: For those who don’t have a set belief system or have negative belief system, what advise can you provide in creating a conviction that focuses toward success? Harmon: Despite the effect that belief has on the success or failure of businesses, it is often ignored or not even considered at all. Insanity has been referred to as doing things the same way multiple times and expecting different results. This book provides leaders without a set belief system or a negative belief system with a new perspective that can change the way they do business and the results that they are achieving. Belief is having an impact on every business, and it is the choice of the leader whether that impact is positive or negative.
STRATEGY: For many years, the word emotion was never heard in the board room; however, the economic crash either introduced this word or brought it back from the dead. Today, many professionals are stuck in a patch or rut of loser-mentalityemotions as they hurl the economic storm or after-math. In return, we are encountering emotions that paralyze success. What advise can you offer on balancing emotions and the power of the mind? Harmon: It is often challenging to balance emotions especially on the eve of disappointment. In these tough economic times, most all business professionals have experienced their fair share of disappointments. The truth is; the only difference between a successful and unsuccessful business professional is how they perceive and respond to those situations. I would recommend the book, “Failing Forward” by John C. Maxwell, to anyone that is stuck in a rut and is ready to climb out. STRATEGY: Why assist others and not maintain your success for-keeps?
Harmon: The decision to share my discovery was easy to make. For every leader
that leads by fear and limits the achievements of their organization, there are several frontline employees, like my father, who are negatively impacted. I believe in the good nature of human beings. By placing this information into the hands of open-minded leaders, it provides them with the ability to simultaneously create a more successful and harmonious work environment.”
STRATEGY: Have you already planned on book title two? What other steps is businessman and now author W. Ryan Harmon taking to assist in developing others?
Harmon: I currently do not have plans of writing and releasing a second book. This book was the result of an exciting discovery that I felt must be shared with all business leaders and students. I am not ruling out the possibility of writing another book, but I would never write a book just for the sake of writing. If I feel that I have additional information that is valuable to share with the business world; it would be an injustice to keep that information to myself.
...the only difference between a successful and unsuccessful business professional is how they perceive and respond to those situations.
STRATEGY: Aside from beliefs, what can W. Ryan Harmon, businessman from a Fortune 1000 company offer professionals in the race and aspiring businesspeople?
Harmon: The best advice that I can give is to keep working hard through the good times and the bad. True character is revealed during challenging situations; therefore, if you want to shine, you may have to go through some dark times.
BY MILO SENALLÉ strategymagazine.com | STRATEGY | 15
RATINGS
The Summer Five-0
Getting ready for fall and kissing summer good-bye never got easier with these top five reads. Prepare yourself for leadership development, strategies for improving interactions with diverse cultures, morale boosting and more.
their people so that they can accomplish their goals and the goals of the organization. “You need to believe in yourself and your ability to encourage others to follow your lead,” says Baldoni. “Reading 12 Steps To Power Presence,” says Baldoni, “will provide managers with insights and techniques they can use to achieve good results and be considered eligible for promotion.”
gence (CQ) required to really thrive in our multicultural workplaces and globalized world. Now everybody can tap into the power of CQ to enhance their skills and capabilities, from managing multi cultural teams and serving a diverse customer base to negotiating with international suppliers and opening offshore markets. The Cultural Intelligence Difference gives readers: A scientifically validated instrument for measuring their personal CQ score • Customized strategies for improving interactions with people from diverse cultures • New findings on the bottom-line benefits of cultural intelligence • Examples of major organizations that use CQ to achieve success.
12 Steps To Power Presence How to Assert Your Authority to Lead Author: John Baldoni “Leaders project power through their presence,” says John Baldoni, author of 12 Steps To Power Presence: How to Assert Your Authority to Lead. “People expect their leaders to use their authority to act decisively so others will want to follow their lead.” “Leadership presence is ‘earned authority.’ Those two words are important. Earned means you lead by example and people trust you,” says Baldoni a much-in demand executive coach. “Leaders with presence are self confident. They project honesty, hope and optimism in the ways they face the issues. And they project compassion in the way they deal with their people.” In 12 Steps To Power Presence, Baldoni addresses ways managers can improve their presence strategically and tactically to develop the trust of 16 | STRATEGY |strategymagazine.com
The Cultural Intelligence Difference Master the One Skill You Can’t Do Without in Today’s Global Economy Author: David Livermore, Ph.D. IQ, EQ, and now…CQ! A proven way to measure cultural intelligence, with strategies for pushing the score higher. Most people know that some basic cultural sensitivity is important. But few have developed the deep cultural intelli-
The Little Book of Leadership Development Authors: Scott J. Allen and Mitchell Kusy
Great things come in little packages: 50 commonsense (but rarely common) ideas for building the leadership potential of others. How many managers have time to plow through big books of leadership development? None! And they’ll never need to with this slender book of 50 simple yet powerful ideas. The Little Book of Leadership Development goes straight to the heart of great leadership. Free of complicated theories, it focuses on what really works to get people motivated, working effectively, and acting as leaders themselves. The book delivers streamlined instructions on modeling behaviors, sharing information, building accountability, stretching teams, providing feedback, and 45 other practical strategies. Readers will be able to design a system of development tailored to their team and organization. Managers with the ability to selfreflect and a willingness to implement these positive, powerful ideas will see quick improvements—in communication, efficiency, morale, and every other measure that points to a committed team of emerging leaders.
Full Engagement! Inspire, Motivate, and Bring Out the Best in Your People Author: Brian Tracy How do you light a fire under every employee? Brian Tracy, the Master of Motivation, shows how. In these tough economic times, everyone is expected to produce more with less. And yet, studies have shown that on average, employees are working at only a fraction of their potential. What are managers to do? How can they inspire their people to perform at their absolute best? Whatever the situation, a good manager can quickly organize a group of average performers into a high-functioning team capable of achieving tremendous results for the company. The secret is knowing how—and anyone can learn. In Full Engagement!, business success expert Brian Tracy shows managers how they can supercharge their employees’ efforts. Packed with powerful, practical ideas and strategies, this eye-opening guide explains how to: Unlock the potential of each person • Motivate and inspire employees to peak performance • Trigger the “X Factor” that maximizes productivity • Drive out the fears that hold people back • Create a high-trust work environment • Set clear goals and objectives • Recognize, reward, and reinforce in a way that energizes every employee A manager’s role is to achieve the highest possible return on the physical, emotional, and mental effort that his or her people put forth. It’s not a return on investment…it’s a return on energy. And when managers fail at that, they fail at their own job. With this essential guide, all managers can now hold the keys to unlocking superstar performance from their teams.
Conflict 101 A Manager’s Guide to Resolving Problems So Everyone Can Get Back to Work Author: Susan H. Shearouse When conflict brews at the office, it’s a manager’s job to cool things down. We all know conflict is unavoidable… especially in the workplace. Whether it’s a fight over resources, a disagreement about how to get things done, or an argument stemming from perceived differences in identities or values, it’s a manager’s role to navigate relationships, and build compromises and collaborations. Conflict 101 gives readers the tools they need to ensure not only that employees get back on track, but that disagreements breed positive results. Readers will learn how to: • Build trust • Harness negative emotions • Encourage apologies and forgiveness • Use a solution-seeking approach • Say what needs to be said Incorporating anecdotes taken from the author’s twenty years of experience as a conflict resolution professional, the book helps readers more deeply understand how conflict is created, how to respond to it, and how to manage it more effectively.
BY JOHN BALDONI
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ENTREPRENEUR | Leadership Development
Leadership Starting Off
It’s a two-way commitment between an employee and their manager on what they are going to do to grow. What’s needed first? Write a great Individual Development Plan (IDP), a tool that helps facilitate employee development, especially when the manager happens to be the owner, too.
1
Start with a goal; have a reason to develop: There needs to be some kind of reason to develop. If there’s no reason to improve—or no motivation, then there’s no reason to have an IDP.
Here are the most typical reasons for an IDP: • You’re new in a job, and want to get up to speed as fast as possible • You’re struggling in your job, and want to improve • You’d like to move to a new role, and want to prepare yourself for that new role • You’re good at what you do, and have no immediate aspirations to move, but just want to get even better
2
Identify what you want to learn, or get better identify the three most important competencies (skills, knowledge, attributes) that you want to work on in order to achieve your goal: If you’re new in a role, these will most likely be the unfamiliar functional areas that you’ve had little prior experience with. Or it may be getting to know your new organization or team. If you’re struggling in a role, these things may have been identified in your performance appraisal, a 360 leadership assessment, or feedback from your manager or a coach. In order to prepare for a new role, you’ll need to identify the required competencies for that new role that you don’t yet have. For leadership development, having access to a leadership competency model can help you identify the leadership competencies your company has identified as critical for any leader. You can either assess yourself, ask your manager for feedback, or ask for a 360 assessment. When I work with a leader, I’ll ask questions to get at the what and why. That helps me identify the competency, the reason, and the relative importance. People sometimes struggle to put a “label” on the need, so having that competency model helps us do that (“Okay, so it sounds like you want to work on your leadership presence, or strategic thinking, or you need to improve your financial acumen—is that right?”). You might also want to identify your strengths. Strengths can often be enhanced and also be leveraged
in order to address development needs.
3
Identify “development actions” to address the needs: Here are the most common development actions, listed in order of developmental impact:
1. Move to a new job 2. Take on a challenging assignment within your current job 3. Learn from someone else (your manager, a coach, a subject matter expert or role model) 4. Get educated on the topic: take a course, read up on the topic Sometimes, if you aspire to a larger role, the most important step in your development plan is to identify the role or roles to take in order to get you ready, often a lateral move. However, given that job changes are significant and don’t happen all that often, a challenging assignment is usually the best way to develop a competency or competencies. It’s those “stretch assignments” that force us to perform, learn, and have the most impact. The other advantage of a developmental assignment is that they combine real work with development. Otherwise, an IDP can become an “extra” thing to do when you have time, and of course, never gets done. Then, once that project is identified, identify people that can help you learn the new skills required to be successful with that project (the same skills
Strengths can often be enhanced and also be leveraged... strategymagazine.com | STRATEGY | 19
ENTREPRENEUR | Leadership Development
ENTREPRENEUR | Sales & Marketing
CONTINUE.
Yielding $100 Million in New Revenue Sales Productivity; Yes, Sir, Yes, Madam… It’s called Better Sales Enablement
Is sales enablement a new concept?
C
identified in step 2). For example, if that new project is going to require you to lead change, find 2-3 people that are really good at leading change and go talk to them. An internal or external coach may be able to help with tough to learn attributes, like relationship building. A mentor can often help you develop political acumen, or organizational agility. Finally, identify any courses, books or websites on the topics you want to learn.
4 5
Assign dates, costs, and who’s responsible for what: The date helps you get specific and keep your commitment. Any costs need to be approved by your manager. While you’ll be responsible for most of your plan, your manager may have s few things he/she commits to doing to support you.
Discuss your plan with your manager: Although it’s possible to have your own plan and not involve your manager, it usually helps to get your manager’s feedback, involvement, and support. If for some reason you’d prefer not to do this (say, you work for a jerk, for instance), find a trusted coach or peer to talk it over with. By both of you signing the plan, it’s kind of a symbolic two-way commitment.
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6
Implement the plan, follow-up often, and reflect on what you’ve learned: Keep your plan in front of you at all times. Check off those items you complete, you’ll feel a sense of accomplishment. Think about what you did, what you read, what you learned. What were the lessons? What should you incorporate as a permanent part of your repertoire? What should you reject? What did you learn about yourself? It’s often helpful to have a manager, trusted coach or mentor to help you uncover those “V8 moments.”
BY DAN McCARTHY Dan McCarthy has been a practitioner in
the field of leadership development for over 20 years. He is currently the Director of Executive Development Programs at the University of New Hampshire’s Whittemore School of Business and Economics (WSBE). The opinions expressed in this article are his own and do not represent the views of his current or former employers.
[A] coach may be able to help with tough to learn attributes...
ertainly not. Marketing and some sales organizations have been attempting for decades to equip their direct and indirect sales channels with the “right information at the right time in the right format to assist in moving specific opportunities forward.” [IDC, 2007] However, companies’ inability to get their sales and marketing teams aligned around the right processes and technologies (or at least consistent ones) has cost them upwards of 10 percent or more of revenue per year; or $100 Million for a $1 Billion company. Cost drivers of this continued misstep in strategy include an inability for sales reps to engage their clients in a strongly desired dialogue by buyers to solve their greatest problems; and a poorly performing lead pipeline requiring 2,000 to 5,000+ contacts at the front of the pipeline to yield one closed deal over a 17 month average buying cycle. (i.e., for BtoB, large revenue deals, from marketing through to sales) This insight, sourced from IDC’s Sales and CMO Advisory Service research, has trended as such consistently over the past several years. As any smart executive knows, the best way to begin solving a problem is to focus your resources on it; and that’s exactly what the better companies are beginning to do by establishing formal sales enablement roles in both marketing and sales. Within marketing, three out of every 100 marketers today are sales enablement professionals. On the sales side, sales enablement has begun to take hold in the better sales operations teams, however, the roles and responsibilities are not quite as consistent across companies as in the marketing function. (Sales enablement is one of the key levers in IDC’s Sales Productivity Framework) These sales enablement teams will be
focused on driving new processes, new technologies and new metrics. A few examples of these include:
• Content usage (ratings, favorites, recommendations)
• Content and asset relevancy by sales cycle stage
• Search term results
New Processes:
• Marketing and sales asset creation lifecycle • Campaign and sales program management
• Customer intelligence for sales
• Content and asset leverage The organizations that treat sales enablement as a strategic initiative instead of a tactical maneuver will be best positioned to compete in an increasingly competitive and complex market.
• Sales readiness
New Technologies:
• Sales enablement platforms
BY MICHAEL GERARD Michael Gerard is the VP for IDC’s Sales Advisory Practice, www.idc.com.
• Social media applications • Sales intelligence applications
New Metrics:
Marketing and sales alignment metrics
• Sales and marketing invest ment as a percent of revenue • Marketing to sales expense ratio • Marketing investment per sales person
• IDC’s sales enablement proficiency index
Sales platform usage metrics • Registered users
Source: Wikipedia
• Log-in frequency • Page clicks, views, downloads
DEFINE: Sales enablement is the process of arming an organization’s sales force with access to the insight, experts, and information that will ultimately increase revenue.
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BUSINESS | Management
Managing Moms Flexible Schedule is Key to Keeping Working Moms on the Job.
W
omen who return to work after giving birth are more likely to stay on the job if they have greater control over their work schedules, according to a Baylor University study. Researchers also found that job security and the ability to make use of a variety of their job skills leads to greater retention of working moms, while the impact of work-related stress on their physical and mental health causes greater turnover. The study is published online in the Journal of Applied Psychology. “Having a flexible schedule is an important element necessary to decrease working mom turnover because it can be used when work demands arise,” said Dawn S. Carlson, Ph.D., study author, professor of management and H. R. Gibson Chair of Organizational Development at the Hankamer School of Business at Baylor University, Waco. “When confronted by one or more job demands, a flexible schedule provides working moms with alternatives for meeting those demands while caring for their newborns. When working moms are better able to control their work environment and adapt, work-related stress is less likely to become a family issue,” she said. According to 2008 data from the U.S. Bureau of Labor Statistics, 71 percent of women with children under the age of 18 were working or looking for work, and nearly 60 percent of women with young children were employed. Yet, a large number of mothers who return to work after childbirth subsequently leave the labor force. Very little is known about the factors that play a role in women’s work decisions after childbirth. The transition back to work is pivotal for a new mother, and this study offers important insight into the understanding of how a job can either contribute to or detract from the mother’s decision to stay with her employer after she returns to work, said Carlson.
The researchers surveyed 179 fulltime working mothers in North Carolina with an average age of 31 years. Of the group, 72 percent was white, 27 percent was black and one percent was Asian. The majority, 79 percent, was married. They worked an average of 39.7 hours per week and planned on returning to work 30 or more hours by four months postpartum. The duration of maternity leave was six weeks, but only 48.1 percent reported having paid maternity leave. Among the new mothers, 40 percent reported that
both at work and at home,” added Merideth J. Ferguson, Ph.D., assistant professor of management and entrepreneurship at Baylor and a co-author of the study. Results suggest that employers may be able to promote beneficial outcomes through systematic attempts to increase the use of a working mom’s skills by crosstraining her for multiple functions. Mental and physical health play an important role in retaining working mothers and deserve attention, such as through employee assistance programs, support systems, or more
STATS* ON WORKING MOTHERS
71 60% 39.7 %
of women with children under the age of 18 were working or looking for work. of women with young children were employed. hours working per week.
*2008 data from the U.S. Bureau of Labor Statistics
the recent birth was their first child. For the study, they completed an interview survey at four months postpartum, eight months postpartum and 12 months postpartum. Job security also plays an important role in decision-making. When job security is high, workers are not distracted by worry or exhausted by strain. Instead, they are able to engage more fully in responsibilities inside and outside the workplace. “Job security heightens motivation and energy, particularly for mothers who are sensitive to the security of their jobs after returning from maternity leave. When working mothers believe that their tenure with an organization is not at risk, they will have more energy and other resources with which to fully engage and perform
integrative work-life initiatives, Carlson concluded. “Although further research is needed, the results of this study indicate the impact of job characteristics on work-family relations that play a role in the mental and physical health and retention of working mothers as they make the pivotal transition back to work after childbirth,” she said. Also participating in the study was Emily Hunter, Ph.D., assistant professor of management and entrepreneurship at Baylor, and Joseph G. Grzywacz, C. Randall Clinch and Thomas A. Arcury from Wake Forest School of Medicine. This research was supported by a grant from the Eunice Kennedy Shriver National Institute for Child Health and Human Development. strategymagazine.com | STRATEGY | 23
FEATURE
Awarding Business Travel Excellence Part of traveling involves comparing who is better at what, especially when the words business and travel are ergonomically fused together. After much research, questionnaires and mad travel schedules, STRATEGY unveils their Business Travel Awards.
T
he economy is still on the verge of moving up or down, again, and companies are still being forced to squeeze every bit of “Charmin” for every business trip, not to mention actual bathroom supplies. But, are the employees also known as business travel junkies being squeezed, too? The answer can rest on the recipients of STRATEGY’s Travel Awards, who despite the industry’s falling numbers and more noise by vigorous complainers, have been able to balance the game of service versus value.
Best Website for Travel Deals Airfare Watchdog
Although they make a big impact, Airfarewatchdog is actually run by a small handful of people whose passion is saving consumers money on airfare. Real people finding real airfares. Can you believe they do not use automation or computer programs to find the fares they list? At first glance, the amount of thought and care that goes into Airfarewatchdog.com may not be obvious, especially when comparing the site to the other sites that list, rather than merely search for, low airfares. Like Airfarewatchdog, these fare listing sites do the fare searching for you, and when they identify what they believe is a low fare or a fare that has gone down from the previous level, they post them. Most of these sites list more fares than we do. However, we believe in quality over quantity. Here are twelve ways that Airfarewatchdog is different than other fare alert or fare list sites: They check seat availability for the fares they list. They list Southwest Airlines and JetBlue fares, which don’t load their fares on any online reservations system except their own. They list most international fares including 24 | STRATEGY |strategymagazine.com
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FEATURE CONTINUE.
CONTINUE.
all taxes. They list airline web site-only fares. They list promo code fares. They specify when a flight is nonstop. They include all weekend fares. We shop for value, not just the lowest fare. We provide deep links. We show fares from every conceivable airport. We only list fares that we think are reasonable. Better organization.
Best Airline
Delta Air Lines
Serving more than 160 million customers each year, Delta is the most admired airline worldwide in its 2011 World’s Most Admired Companies airline industry list. With an industry-leading global network, Delta and the Delta Connection carriers offer service to 355 destinations in 65 countries on six continents. Headquartered in Atlanta, Delta employs 80,000 employees worldwide and operates a mainline fleet of more than 700 aircraft. A founding member of the SkyTeam global alliance, Delta participates in the industry’s leading trans-Atlantic joint venture with Air France-KLM and Alitalia. Including its worldwide alliance partners, Delta offers customers more than 13,000 daily flights, with hubs in Amsterdam, Atlanta, Cincinnati, Detroit, Memphis, MinneapolisSt. Paul, New York-JFK, Paris-Charles de Gaulle, Salt Lake City and Tokyo-Narita. The airline’s service includes the SkyMiles frequent flier program, a world-class airline loyalty program; the award-winning BusinessElite service; and more than 50 Delta Sky Clubs in airports worldwide. Delta is investing more than $2 billion through 2013 in airport facilities and global products, services and technology to enhance the customer experience in the air and on the ground. What’s new for Delta, or better for its Business Class? All of their Boeing 777 aircraft, each with 45 BusinessElite seats per plane, and all 21 Boeing 767-400ER aircraft with 40 BusinessElite seats per plane have been retrofitted with full flat-bed seats. Sounds nice. “A full flat-bed seat with direct aisle access is a premium cabin feature that’s important to our customers and we’re delivering,” said Tim Mapes, senior vice president of marketing. “Installing full flat-bed seats on each of our widebody international aircraft is a major component of the $2 billion investment Delta is making in our product and customer experience over the next two years.”
Best Frequent Flier Program Alaska Airlines’ Mileage Plan
It’s always great to read when an airline that rates high in customer satisfaction also has a terrific frequency program. That’s the case with Alaska Airlines, which scores well in consumer surveys; in fact, J.D Power and Associates has awarded them the award for Customer Satisfaction Among Traditional Carriers in North America, four straight years in a row. Plus, the Alaska Airlines Mileage Plan was named Program of the Year at the 21st Annual Freddie Awards. This is the fifth year that Mileage Plan has been named Program of the Year… For those who don’t know, the Freddie Awards are considered the most prestigious consumer-generated honors in the travel industry. We like the program’s flexibility: Members can give their points to friends or family, and companies can purchase miles to give to employees as an incentive reward. We also like that as long as you keep your account active—that is, as long as you earn or spend at least one mile every 24 months you’ll keep all the miles that you earn. Alaska Airlines is the seventh-largest U.S. airline based on passenger traffic and is the dominant U.S. West Coast air carrier. Headquartered in Seattle, Alaska carries more 26 | STRATEGY |strategymagazine.com
passengers between the state of Alaska and the Lower 48 than any other airline. During recent years, the airline has expanded significantly to serve more U.S. East Coast, Mexican and Canadian destinations. Long known for its Alaskan roots, symbolized by the Eskimo painted on the tail of the aircraft, Alaska Airlines offers a friendly and relaxed style of service, one that passengers have come to appreciate as the “Alaska Spirit.” The airline also is known for embracing innovative technology to improve the customer experience. A little bit of history: The carrier traces its roots back to 1932, when Linious “Mac” McGee of McGee Airways started flying his three-seat Stinson between Anchorage and Bristol Bay, Alaska. A merger with Star Air Service in 1934 created the largest airline in Alaska, which eventually became Alaska Airlines.
self-service vehicles are available on-demand in conveniently located in reserved parking spots in neighborhoods where members live and work. With Zipcar’s revolutionary technology, reserving, accessing and using a Zipcar is as easy as getting cash from an ATM. In minutes or up to a year in advance, members can reserve Zipcars online, over the phone or by using their mobile device, 24 hours a day, seven days a week. Zipcar members have automated access to Zipcars using a keyless entry card (called a “Zipcard”) to simply unlock the door and drive away. Zipsters choose the make, model, type and even the color of the Zipcar they want depending on their specific needs and desires for each trip and the available Zipcars in their neighborhood. Zipcar’s all-inclusive rates start as low as $8.50 per hour and $66 per day, with gas, parking, insurance, up to 180 miles of driving per day, maintenance and roadside assistance included. Zipcar also offers frequent driver and business (Zipcar for Business) programs with additional discounts. How does it work? the online application, which takes just a few minutes. Zipcar will run a quick driving record check, and then within three days to a week you’ll get your Zipcard (even faster if you pick it up at the office.) Once you receive your Zipcard, you can begin reserving Zipcars and driving right away. Reserve online or over the phone and choose the car you want—there are MINIs, BMWs, hybrids, SUVS, even pickups. Choose the time slot you want at the location you want. Reserve minutes or months in advance. Zipcar members can now find and book a Zipcar, honk the horn, even lock and unlock the doors—all
from their iPhone. Your Zipcard will only open the car you’ve reserved during the time you’ve reserved it (which means no one else can open your Zipcar during that time, either). All you do is walk to the car and hold your card to the windshield—the doors will unlock. Drive away... and return to the same reserved parking spot at the end of your reservation and use your Zipcard to lock the doors. Walk away. It’s that simple. And remember, gas and insurance are included, too.
Best Rental Car Service
Best Hotel Chain
Founded in 2000, Zipcar operates the world’s leading car sharing network. Zipcar provides the freedom of “wheels when you want them” to over 560,000 members, known as “Zipsters.” The company operates a fleet of over 8,000 vehicles in 14 major metropolitan areas and on more than 230 college campuses in the United States, Canada and the United Kingdom. Zipcar’s
A great example of a hotel concept that actually lives up to its hype is seen in the Hyatt Hotls Corporation. The chain was named the 2011 Best Hotel Elite Program for The Americas by the Frequent Traveler Awards. A leading global hospitality company with a proud heritage of making guests feel more than welcome. Thousands of members of the Hyatt family strive to make a difference in the lives of the guests they encounter every day by providing authentic hospitality. The Company’s subsidiaries manage, franchise, own and develop hotels and resorts under the Hyatt, Park Hyatt, Andaz, Grand Hyatt, Hyatt Regency, Hyatt Place and Hyatt Summerfield Suites brand names and have locations on six continents.
Zipcar
Hyatt Hotels Corp.
As of March 31, 2011, the Company’s worldwide portfolio consisted of 451 properties in 43 countries. So what’s to like? Attractive décor, down-to-earth pricing and thoughtful amenities: a 42-inch flat panel TV; comfortable, functional work areas; cushy sleeper sofas and insanely comfortable beds. There’s even free Starbucks coffee in lobbies.
Best Business Credit Card American Express
The American Express Corporate Card program offers a variety of features designed to enhance any company’s overall spend-management strategy. Program benefits include negotiated supplier discounts, a variety of payment options and spending controls, and technology-based tools that improve everything from data management to expense report reconciliation. Now that American Express has partnered with Concur Technologies, a leading provider of on-demand T&E expense management services, to help your company streamline and automate the expense reporting process from pre-population of Corporate Card transactions to the creation of expense reports and approvals. This helps reduce in expense processing costs: Automation means you spend less time dealing with expense reports and increasing productivity. Online receipt handling eliminates paper, shipping and handling costs. What else for this mega credit card company? They just launched a free tool to help small businesses manage their online presence, learn what is being said about them and their competitors, and connect with customers in the places where they are most vocal—social media. YourBuzz aggregates conversations across highly influential review sites such as Yelp and CitySearch, and social networks such as Facebook, Foursquare and Twitter, to ensure listings are accurate, build customer relationships, and mitigate the damage that can be done from poor reviews. Sounds to us that AMEX is beginning to sounds like more than just a card… strategymagazine.com | STRATEGY | 21
FEATURE
Top 8 Best Business Cafés When it comes to holding today’s business meetings, a café’s reputation for attracting movers and shakers is just as important as its ability to serve stellar coffee. If you’re looking to impress a new client, celebrate a merger or just work out a few details away from the office, we’ve compiled the Top 8 for business cafés, presented in no particular order.
Café Grumpy Chelsea 224 West 20th Street New York, NY 10011 t: 212.225.5511 Café Grumpy Chelsea (pictured left) opened in 2006 on a unique tree-lined block. Their customers were the first in NYC to be offered a menu of coffees to choose from, all brewed by the cup. The counter was built by one of their talented customers, Darren Gardner. Its low profile gives people the opportunity to watch their coffee being prepared and its sectional work stations promote interaction between customers and baristas. This location is the perfect space to meet up with a friend, read the paper or people and puppy watch on the benches outside. And, a sure place to find top-of-the-line technology mixed with beautiful, seasonal coffees sourced in-house. The completely ungrumpy staff will guide you through a selection of espresso or filter coffee. And besides being known for their ‘latte’ and ‘great coffee,’ they have a ‘no laptop’ policy—exactly what business professionals hope for when they actually want to engage in conversations. For more information, visit www.cafegrumpy.com.
Think Coffee 248 Mercer Street New York, NY 10012 t: 212.228.6226 The world of specialty coffee has been transformed in recent years as roasters 22 | STRATEGY |strategymagazine.com
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FEATURE CONTINUE. fee coming from the store. Wells began to successfully sell his coffee to other coffeehouses, restaurants and supermarkets. Today, Stedman Coffee is the leading selling gourmet coffee in Chautauqua County, N.Y. “Producing great tasting coffee is our business and our passion. Each and
and retailers experiment with more exotic beans and more sophisticated methods for roasting and brewing them. Think Coffee think that customers can and should demand the type of quality that comes from this level of attention, and one of their primary goals is to deliver that quality in every cup. They also think that a great cup of coffee can be made even better when it is served with the right food. They won’t go so far as to say that it’s like pairing a fine Pinot with an artisanal goat cheese, but in there is nothing better than one of their perfectly-extracted espressos served with a real New York bagel, or one of their single origin coffees served with a peanut butter and jelly sandwich. It will make your palate dance, or at least make it very happy. They donate 10% of their after-tax profits from each of their stores to Grand Street Settlement, which runs a variety of programs for inner-city youth, teens and seniors on the Lower East Side of Manhattan. Founded in 1916, Grand Street Settlement expands opportunities for low-income families and individuals by providing culturally relevant services that support community-building, advocacy and self-determination and an enriched quality of life. For more information, visit www.thinkcoffeenyc.com.
Stedman Corners Coffee 6335 Magnolia Stedman Rd Mayville, NY 14757 t: 716.789.5047 Stedman Corners Coffee near Chautauqua NY has been operating for 110 years. Over 12 years ago Dan Wells bought the store and turned it into a seasonal coffeehouse and café that also roasts its own coffee. Word soon began to spread about the great cof24 | STRATEGY |strategymagazine.com
every day we put forth our best effort to purchase, roast, and package an exceptional product.” We are “Artists in Coffee Roasting,”” says Dan Wells. For more information, visit www.stedmancoffee.com.
Mama’s Restaurant and Café Baci
whole wheat selections and lighter fare. For more information, visit www.mamascafebaci.com.
Cafecito 26 East Congress Parkway Chicago, IL 60605 t: 312.922.2233 Chicago, a city so full of culture and style, deserves a good Cuban coffee house. And, that is exactly what Cafecito brings to its patrons. Here, you can reintroduce yourself to the essence of coffee without taking away its integrity. As you sit back in their comfortable dining room, take in the sounds and aromas of Latin America. Enjoy one of their pressed sandwiches or specialty salads inspired by their celebrated culinary countries. Cafecito takes pride in using fresh, all natural ingredients. They want to make sure their guests can savor the true flavors of meats and homemade marinades. They also want to be our choice for small get-togethers, business meetings, study sessions or just a moment of pure relaxation. They welcome their patrons as family and enjoy a passion for coffee, conversation and life. For more information, visit www.cafecitochicago.com.
News Café 800 Ocean Drive Miami, Beach FL 33139 t: 305.538.6397
For more information, visit www.newscafe.com.
Angelique Euro Cafe 117 Miracle Mile Miami, FL 33134 t: 305.529.9922 Yolanda and Carlos Rossi are the husband and wife team behind Angelique Euro Café. The couple relocated from New York several years ago to fulfill their dream of establishing a European-inspired neighborhood café on Miracle Mile. Yolanda, a Miami native born to Cuban parents, graduated from FIU and went to New York to appease her appetite for big challenges. In so doing, she traveled the world and honed her management skills while developing a discriminating palate. Carlos, born in Puerto Rico from Spanish and French parents, also left his beloved island to establish his own advertising business in New York. The couple always kept one foot in the restaurant world. One of their earlier restaurants was Torreblanca, a renowned fine dining establishment in San Juan, Puerto Rico. Today, the restaurant is known as Jose, and after 30 years, it still sets the bar for excellence in service and culinary expertise in the area. The Rossi’s passion for hospitality is reflected in Angelique’s character as they find joy in providing unsurpassed personal service in a refined but comfortable and setting. For more information, visit www.angeliqueeurocafe.com.
Alcove Café 1929 Hillhurst Avenue Los Angeles, CA 90027 t: 323.644.0100
260 Mt Avenue Hackettstown, NJ 07840 t: 908.852.2820 Mama’s Restaurant and Café Baci is a family owned restaurant since 1970. They pride themselves on quality, as well as service. Located in Hackettstown, New Jersey, they serve Warren, Morris, Hunterdon and Sussex counties. They have a little bit of everything, from Dine-In, Take-out, Gluten-Free and Smart Eating Menus, where patrons can enjoy the convenience of dishes featuring lean meats,
concept was simple: start with a news kiosk and some bookshelves and surround them with tables; display a selection of local, national and international publications and play a mix of jazz and classical music; serve from a basic menu of salads, sandwiches, desserts, fresh fruit juices and coffees; offer patrons a European-style experience, and see how it goes. As more and more people began choosing Miami Beach as a destination or a home, News Café changed and grew to accommodate all who came. They created a timeless atmosphere. Open 24 hours a day, News Café has expanded over the years to include a separate bar, full-service kitchen, additional sidewalk/courtyard seating and a custom-designed retail space that enhances the overall experience.
In December of 1988, Mark Soyka and Jeffrey Davis opened News Café, a quaint sidewalk café newsstand and bookstore at the corner of 8th Street and Ocean Drive in the Art Deco District of Miami Beach. The
Alcove is housed in two of the oldest houses in Los Feliz: a Spanish duplex built in 1916 and a craftsman cottage built in 1897. These two structures have been occupied and enjoyed by many generations of residents and businesses. Originally built as private homes, these houses were converted to commercial use in the 1970s. Over the last 35+ years, these structures have contained specialty offices, a small private school, a real estate firm and most recently an escrow company. Alcove became the proud face of this address in 2004. Pride drives them. They offer hearty food prepared with the freshest ingredients: cakes, tarts and pastries done by local artisan bakers; Belgian beers and fine wines from across the globe. Their espresso and coffee is hand roasted every week by Fonte, an award winning Seattle based micro-roaster, and their loose leaf teas are hand-crafted. For more information, visit www.alcovecafe.com.
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LIFESTYLE | Fashion
LIFESTYLE | Beauty
Men’s Late Summer “Must Haves”
All About Eyes
For most guys, shopping for new clothing is a love/hate relationship. Each season there are new styles, colors and textures for even the most basic items in a man’s closet. With a wide variety of new seasonal options, Lands’ End Canvas has something to entice even the most gun-shy guys needing a late summer wardrobe update.
Shirts with Style
Whether it’s a polo or a popover, guys have plenty of new summer shirt options. “This season it’s all about colors and patterns,” said Henley. Lands’ End Canvas has popover shirts in madras, Oxford, and chambray fabric in unique styles. All casual shirts work great paired with light chinos, denim, or even a pair of white cotton beach pants. If men are looking for a more classic look, Henley suggests the long sleeve or short sleeve Oxford shirt. It’s a classic shirt that has received a fresh update in new “saturated colors.” Finally, no man’s closet is complete without a polo shirt... or five, for that matter. “For men who want a fresh look to this classic go-to shirt, the Jersey Pocket Polo is a show-stopper,” said Henley. “This shirt is soft, lightweight, and goes with just about anything.”
Seasonal Shorts
When the mercury climbs, one of the first items guys grab is a comfortable pair of shorts. Henley suggests following a few simple rules that can turn casual kick-around shorts into a style staple. First, shorts should hit at, or slightly above, the knee to give a “pulled together” look. Second, experiment with color beyond the multiple safe shades of khaki. Add a pair of red brick, majestic navy, or gray stone chino shorts to boost the color quotient. Finally, Henley says the one thing that always seems to be overlooked is selecting shorts with texture. The Lands’ End Canvas Chambray Camp Shorts or Striped Pincord Shorts are a great alternative and add a different style element to standard shorts.
All About Accessories
“From colorful shirts to cool shorts, the Lands’ End Canvas collection offers new summer options that can easily become their must-have favorites,” said J Henley, Lands’ End men’s design director. “We designed the entire assortment to offer men unique options that can be easily adopted into their wardrobe mix to make their own style statement.” 28 | STRATEGY |strategymagazine.com
A great way to add a slice of summer style to a basic look is by adding a colorful web belt. Henley suggests adding an orange or red belt to wear with khaki chino pants or shorts. While a tie may seem like office apparel only, Henley says that’s simply not the case. He suggests that guys try the Lands’ End Canvas Silk Linen Nautical Tie or the Striped Chambray Tie. Both have a distinct pattern that works well worn loosely with a tucked or untucked Oxford shirt. “These summer accessories will help men pull off a casual date-night look that will have them looking classy without looking stuffy,” said Henley. For more information, visit www.landsendcanvas.com or call 1-877-877-1963.
Your first impression may be the subject of much opinion, but for most, the eyes speak, a lot. Rest on the latest trends for your eyes so you can share your vision and focus on your performance. Inspired by her own tortoise shell frames, Bobbi Brown has created Tortoise Shell Collection to complement glasses, not compete with them. For those who wear glasses, like myself, can truly identify themselves wearing shades of bronze, gold and espresso as a complement, indeed. The tortoise cases that the palettes come in are very elegant and beautiful too. They are a new type of palette, as it seems to raise open and have two palettes of four shadows on top of each other. If you look carefully at the image, you will notice how unique it is. Bobbi Brown says: “When it comes to eye makeup and glasses, I believe in keeping things simple. It’s not about piling on more makeup - it’s about using the right makeup and techniques.” Tortoise Shell Bronze Eye Palette - $60.00 A flattering collection of warm neutral makeup for medium to darker skin tones, this palette lets you go from soft to smoky in no time flat. The eight shadows in the Bronze Tortoise Shell Eye Palette are designed to be layered—there’s no blending required. Start with the lightest shade, then layer the darker shades until you get the desired intensity. • Banana Eyeshadow • Gold Nugget Sparkle Eyeshadow • Amber Shimmer Wash Eyeshadow • Copper Cocoa Shimmer Wash Eyeshadow • Tiger’s Eye Metallic Eyeshadow • Bronze Metallic Eyeshadow • Olive Sparkle Eyeshadow • Espresso Eyeshadow Tortoise Shell Sand Eye Palette - $60.00 A palette for lighter skin tones, with light
to dark shadows in flattering warm neutrals. This collection lets you go from soft to smoky in no time flat. The eight shadows in the Sand Tortoise Shell Eye Palette are designed to be layered—there’s no blending required. Start with the lightest shade, then layer the darker shades until you get the desired intensity. • Ivory Eyeshadow • Gold Bar Sparkle Eyeshadow • Desert Sand Metallic Eyeshadow • Terracotta Eyeshadow • Antique Rose Eyeshadow • Hot Stone Eyeshadow • Sandy Rose Metallic Eyeshadow • Black Chocolate Eyeshadow Tortoise Shell Mini Brush Set - $55.00
Rich Lip Color SPF 12 - $22.00 • Soft Nude • Twig
Bobbi’s Tips on Wearing Makeup and Glasses:
Less is absolutely more.
Wearing glasses draws attention to your eyes, so keep your eye makeup simple. Stick to neutral shades like Amber Shimmer Wash Eye Shadow, and save bold colors for your lips. Don’t forget corrector and concealer—a must for all women, but especially if you are wearing glasses.
Eyeliner is essential.
Adjusting liner thickness is important when you’re wearing glasses—if your frames are thick, apply a thicker line to the upper lash line so that eyes stand out. If your frames are thinner, a softer line works great.
Make sure the brows are defined.
Eyeglass frames draw attention to the brows, so be sure to keep your arches well groomed. Pluck or trim any scraggly hairs, and fill in holes or sparse spots with a brow pencil or powder shadow. The Tortoise Shell Collection is available at all Bobbi Brown counters and online at www.bobbibrowncosmetics.com.
BY MIA GUERRA
Wiser With Skin, Too As the skin ages, it works at a slower pace resulting in a loss of natural radiance, bouncy, moisture level and overall youthful appearance. Exten-10 Instant Youth Boosting Moisturizer SPF 15, for women and men can help influence the past, present and future appearance of their skin. Exten-10 is proven to help skin look 10.4 years younger while helping to fight future damage. Repair + Prevention all in one cream for a youth boost… Can you imagine? How does it work? Inspired by the revolutionary skin science of cellular regeneration, the exclusive technologies revitalize aging skin, making a visible improvement to the signs of aging a reality. At the same time, skin is protected against future damage with a blend of the latest in anti-oxidant technology and sun protecting broad spectrum SPF. With immediate use, a special blend of brightening optics and Hyaluronic Acid helps restore skin youthful radiance instantly. The result – younger looking skin, instantly and overtime! Radiance, moisture and the translucency of young-looking skin is instantly improved. Over time, skin vitality is improved as our Sirtuin Power Complex helps skin visibly renew, repair and defend itself.
Exten-10 Analysis…
The Scientists from GoodSkin Labs conducted a series of stringent clinical studies strategymagazine.com | STRATEGY | 29
LIFESTYLE | Beauty CONTINUE.
LIFESTYLE | Health & Wellness
to test Exten-10’s effectiveness based on the findings of the Estee Lauder Companies, Inc. Apparent Age Study.
Death by Chair
Golfing with the Pros
Clinical and sensory studies demonstrate: • Instantly: 39% increase in radiance, 71% increase in moisturization • After 4 weeks: Skin is clinically proven to look 10.4 years younger appearance • After 8 weeks: 48% visible reduction in lines and wrinkles, 41% increase in firmness, 41% improvement in skin texture.
How Long Have You Been Sitting in That Chair?
Being Led by the Leading Hotels
Do you ever feel like your job may be killing you? It likely is. If your workday is as sedentary as most, you are putting yourself at daily risk for increased disease and mortality rates just for doing your job. Consider: Americans spend 8.5 hours a day sitting in front of screens—computer, televisions, etc. Nearly half (49 percent) of U.S. employees have not engaged in any rigorous physical exercise in the past 30 days. Only 28 percent of employees rate their overall health as excellent. Nearly half (44 percent) of workers gain weight due to their jobs. Sitting six or more hours a day leads to an increased risk of death with only minimal risk reduction gained by exercising outside of work. Physical inactivity and diet combined are the second leading cause of preventable disease and death in the United States. The anniversary of National Employee Health & Fitness Day was May 18. Just like the American worker, the observance has grown larger—now the entire month of May (Employee Health & Fitness Month), and for good reason. The need to promote the benefits of healthy lifestyles through worksite health promotion activities and environments has never been more critical. Even so, the real work of health and fitness far exceeds a 31 day promotion. The key is creating sustained engagement throughout the year, each and every day, within and outside the workplace. The health of an employer’s employees is their business. Unhealthy behaviors drive health care expenses and lower workplace productivity. More and more employers are beginning to take the health of their employees seriously. Leadership is getting involved. Innovative health improvement programs with proven ROIs are being put in place to help engage employees. Corporations are creating cultures of health that provide healthier environments engendering movement and peer-topeer healthy activity. (For inspiration, check out the photo of how the employees at the electronic media employer, Electronic Arts, spend their lunch break—choosing between the more contemporary bout of soccer and a hearty battle of foam swords, shields and flails.) Encouraging employees to move during working hours enhances employee productivity, reduces health care costs and absenteeism and ensures long-term returns. That’s worth more than the focus of a single month, right?
The Leading Hotels of the World have a golf course to suit every golfer to a tee. Get off-the-beaten-path and discover the world’s most unique and far-flung golf courses. South Africa’s premier golf resort, Fancourt is home to three Gary Player–designed courses, including the renowned
About The Apparent Age Study
Estee Lauder Companies Inc. conducted an unprecedented five year Apparent Age Study on hundreds of different women aged 20-70. The Apparent Age Model is a predictive tool that provides us with a quantification of age that can be used to evaluate treatment efficacy, deteriorative factors and predict changes in one’s estimated age. This tool, which was developed through clinical investigations, expert panel assessment, bio-engineering and biochemical analysis, has provided us with a mathematical algorithm to quantitatively assess the inevitable aging of skin. This revolutionary study allowed the Scientists at GoodSkin Labs to quantitatively evaluate the impact of the factors that affect the way skin looks and behaves. “Many of the cutting edge treatments in cosmetic dermatology treat aged skin by replacing what has been lost over time or by removing damaged skin that makes us look older. Anti-aging treatments will therefore always rely on the body’s natural ability to heal itself. With this in mind, GoodSkin Labs has targeted aging at its cellular root to help visibly repair and restore the skin to a youthful appearance. By combining deeply hydrating ingredients that give immediate effects with revolutionary skincare technology that promotes visible skin regeneration, Exten-10 offers a powerful formula to battle the changes of time. With the preventative and protective benefits of added anti-oxidants and sunscreens, Exten-10 is truly a complete anti-aging product,” says Dr. Paul Jarrod Frank, GoodSkin Labs Global Dermatologist Brand Endorser. Help influence the past, present and future appearance of your skin with new Exten-10 Instant Youth Boosting Moisturizer SPF 15. Exten-10™ instantly helps restore the radiance, moisture and translucency of young-looking skin. Over time, it restores skin’s vitality—helping it visibly renew, repair and defend itself. In a clinical test, Exten-10 was proven to help skin look 10.4 years younger while helping fight future damage. Repair + Prevention for a youth boost. Exten-10 Instant Youth Boosting Moisturizer SPF 15 is available at kohl’s Department Stores nationwide and Kohls.com.
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LIFESTYLE | Leisure
BY RedBRICK HEALTH
Fancourt Links. Seamlessly merging past and future, 18 of the property’s suites are housed in a National Monument dating from 1847, while the celebrated Golf Academy is a showcase for groundbreaking technology. The TaylorMade Performance Lab uses motion-caption equipment—previously only available for PGA Tour professionals—so players can measure their center of gravity, shaft line, backspin, and more, to correct errors and select (or even design) clubs. Fancourt is situated in the heart of the Garden Route in George, South Africa and superbly landscaped with the majestic Outeniqua Mountains as its backdrop. India’s desert state of Rajasthan is home to the Umaid Bhawan Palace, a spectacular former royal residence. The resort features its own 9-hole course (owned by Maharajah Gaj Singh), but many guests opt for a round at the nearby Sardar Club Golf Course, where fairways are affectionately known as “browns.” Perched high above the desert capital of Jodhpur, Umaid Bhawan Palace is the last of the great palaces of India and one of the largest residences in the world. Designed by famed Edwardian architect Henry Lanchester, the golden-yellow sandstone monument was conceived on a grand scale, in fashionable art deco style, and took 15 years to complete. Biltmore, Miami’s classic luxury destination resort - located in the heart of Coral Gables—features luxury accommodations and exceptional facilities for social events and
celebrations. Highlights include the 18-hole Donald Ross-designed championship golf course, 10 lighted tennis courts, a brand-new destination spa, fitness center, fine restaurants and bars, private wine cellar club, and the largest hotel pool in the continental US with luxury private cabanas. On a calm coastline in the Dominican Republic is Casa de Campo, considered the Caribbean’s best golf resort with three Pete Dye–designed courses. The legendary Jim McLean golf school recently opened an outpost here overseen by master instructor Eric Lillibridge. Plus, Casa de Campo now carries Callaway RAZR X woods or irons—the only resort in the Caribbean to do so. The resort unfolds over seven thousand acres of rolling hills, nestled alongside the warm waters of the Caribbean Sea. Lush by nature and newly redesigned to be more luxurious than ever, this paradise is a premier island retreat. Italy may be a well-trodden golfing destination, but the Masseria San Domenico Golf Resort & Spa, in pristine Puglia, offers something a bit different. Covering 6,300 meters of Apulian countryside, the 18-hole course was made using local stone and plants, and combats its blustery position on the Adriatic Coast with tactically positioned bunkers and greens. Against the backdrop of a cobalt-blue sky and sea, the whitewashed Masseria San Domenico’s building itself dates back to the 15th century when it was used by the Knights of Malta as a watchtower. It was lovingly restored in the 1990s and opened as a boutique-style hotel. Meanwhile, in Asia, Vietnam is receiving attention from the golfing world with the new Montgomerie Links Course. Located less than two miles from the ultra-modern Nam Hai hotel, it was designed by the Colin Montgomerie himself, and boasts spectacular views of the East Sea and Marble Mountains. PGA golf professionals run the on-site Golf Academy, using video-swing analysis to tailor training sessions to players’ exact needs. Situated between Da Nang and the historical city of Hoi An on the Central Coast of Quang Nam Province, The Nam Hai is set amid lush landscaping with unobstructed ocean views. Villa-style accommodations offer indoor and outdoor sitting areas, and lavish bathrooms opening into private gardens with outdoor showers. For reservations, visit www.LHW.com. In the USA & Canada please call 1-800-223-6800 or contact a travel professional.
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CONFERENCE CONCIERGE
ELEVATOR PITCH
Meeting With The Minds Targeting the education system is as lucrative as working with the software industry—fuse both together at a conference at Yale and you have merging brains with time for play.
Where to Stay: Mentioned heavily in Stephen White’s book, Siege, the three-
diamond Omni New Haven Hotel at Yale surrounds itself with luxurious comfort and unparalleled service. The hotel is located in downtown New Haven, just steps from the historic campus of Yale University, the New Haven Town Green, a wide selection of museums, the Shubert Theater and boutique shopping. Ideal for any conference hotel features 306 elegant guest rooms and 19 meeting rooms with more than 22,000 square feet of function space, including the 9,200-square-foot Grand Ballroom. We can’t forget to mention, JoBella Salon and Spa, residing in the actual hotel, offering a full range of health and spa treatments—from a wide array of facial and body treatments to eyebrow extensions and organic spray tanning. For more information, visit www.omnihotels.com/NewHaven.
Where to Eat:
Barcelona Restaurant and Wine Bar is an award-winning Spanish tapas restaurant group located throughout Connecticut from the greater New York region to West Hartford and New Haven. Its New Haven location is run by executive chef, Mike Hazen where he assure each of his simple dishes are flavor-filled dishes that scream aromas of olive oil, lemon and smoky paprika. A comprehensive list of wines by the glass from around the world, with an emphasis on the lesser-known regions of Spain and Portugal are found here. Barcelona was begun in 1995 by Sasa Mahr-Batuz, based on his memories of years of living in Spain and Portugal, and Andy Pforzheimer, based on his 20 years as a chef at world-famous restaurants in France, California and New York. Beginning with a tiny, 38-seat wine bar they set out to recreate the feel and the look of an evening on the Ramblas. They worked hard and made no compromises to achieve their aims: sophisticated décor that evoked Milan, SoHo, or Rio de Janeiro. They were guided not by any places that existed at the time, but only by what they liked, and the way they liked it. For more information, visit www.barcelonawinebar.com.
Where to Go:
More wine for anyone? Scappare—as it is written in today’s Italian—a word that originated in Assisi and used by one man to convey his love for Earth’s majesties and his home. This is what Skappo, Italian Wine Bar brings to you—a love for the wonders of nature, along with a passion for the Italian culture culture. These sentiments were brought to New Haven through the union of an inspired native of Assisi and a young artistic American student. It was a pristine spring day when Anna Gambacorta and Thomas Sincavage first exchanged glances across Assisi’s Piazza Minerva (June 3, 1973 at 3:20 pm… to be exact!). The union has grown over the years of marriage, and now includes children Michael, Yvette, Marc and this mesmerizing Italian bar. If you are in the mood to celebrate culture, meet new friends and drink up for life, you are bound to enjoy the wines with conference collogues you have learned to love and the new ones you just met. Toast: “Perche la vita è bella e la vogliamo vivere sempre più!” —because life is beautiful, and we want to live every moment! For more information, visit www.skappo.com. 28 | STRATEGY |strategymagazine.com
Dressing With Spice You hop into an elevator in Los Angeles and you happen to meet Sofia Vergara while she is rushing for her next photo shoot. Rather than stare, ask her about her latest business move with Kmart. You may be surprised… there is more to Vergara than just her hips. The Emmy-nominated actress, Sofia Vergara, opened business talks with Kmart to design a collection of contemporary clothing. Yes; Sofia Vergara the Colombian-born bombshell who is celebrated for her curves. Her collection will include sportswear, dress, jewelry, footwear and handbags, and the target market is young, fashion-conscious women who seek trendy and seasonal must-haves. For Vergara, doing the line was a no-brainer. “This is kind of natural for me,” she tells WWD. “I have always been interested in clothes and makeup and beauty. I always dressed up. I wasn’t laid-back about it. I’m not lounging around in sweat clothes and flip-flops. Maybe a nice pair of sweats.” The “Modern Family,” actress is excited about modeling miniskirts, jeggings, leopard bustiers, tight dresses and sultry tunics. But, does this sound off an alarm for mass merchants when it comes to younger audiences? In her recent interview to WWD, she said the collection doesn’t cross the line. “You have to realize that it’s me wearing it. You’ve just seen it on me,” she says. “All the pieces are very wearable. And we have them in all sizes.” The clothing will be figure flattering, they say, and the handbags will reflect the current trends from the runways. But why Kmart when Vergara herself is not a “typical” blue-light shopper? Simple. No. 1: Being Hispanic, her direct niche will be Hispanic, whom are surveyed to be more brand loyal than the average American consumer. This suggests that they would be less responsive to direct marketing campaigns and to factors such as price and quality. No. 2: The Hispanic market’s current size, formation of larger households, heavy concentration in the top, youngest, trendsetting markets in the U.S., accompanied by their speedy wealth creation and high
consumerism are at odds with the neglect of investment across most advertising and marketing categories. It is imperative for U.S. marketers to reanalyze and immediately adopt new strategies in the way in which they have historically allocated corporate marketing resources. Vergara knows that multiculturalism is redefining what it means to be American today. With the changing appearance of the U.S. population comes new definitions of the U.S. consumer and new dilemmas for marketers trying to reach those whose tastes, customs and language may differ from what is commonly known as “general market.” The biggest mistake that any businessperson can make is to view the U.S. Hispanic market as homogeneous. Acculturation levels, language preferences and country of origin make for unique sub-groups within the segment. All information that Vergara is using for her next business moves. So is it risqué? No… if Vergara is wearing it; they will buy it. “We’re trying to fill a hole in the store. They wanted to appeal to a younger woman with something a little spicy. The times are changing,” explains Vergara, who was recently named one of the most powerful Hispanic women in entertainment by The Hollywood Reporter. According to John Goodman, executive vice president of apparel and home for Sears Holdings Corp., which operates Kmart, the tie-up with Vergara represents Kmart’s efforts, he told WWD, “to gain more relevance in a younger audience, especially around contemporary fashion.… We have built a junior business,” with such labels as Dream Out Loud by Selena Gomez and Bongo. “We think Sofia has a great way about her. She’s beautiful. She has a specific style and she truly represents the modern woman.” strategymagazine.com | STRATEGY | 29