Working More, Enjoying It Less?

Weren’t we told that computers were going to make our lives easier? Allow us to spend more time with our families? Play more golf? That was the concept, but it just hasn’t turned out that way, has it?

Those of us who are natural-born workaholics now have VPNs and other methods of connectivity that keep us tied to our laptops, iPads, iPhones, Black Berrys. And oh, by the way, have you seen the new Droid Incredible? It has nothing to do with this blog, but I just spent 1 hour at Verizon playing with it. With the hundreds of apps there isn’t too much that you can’t do on an iPhone.

While these innovations are really cool, they keep us tethered to the office 24/7. We can run, but we can’t hide. As coverage gets better the old trick of making gurgling funny noises while on an unwanted call doesn’t really work any longer. Come on, fess up, we’ve all tried that trick at least once.

More than 10 years ago, when the work day was over, it was over. You simply got into your car, went home and didn’t give work another thought. And even if you did think of something, there wasn’t anything you could do until you arrived on the job the next day. It could wait.

Are we more productive?
But the question is this: Are we being more productive as a result of all this technology?

According to Kelly Services, “Global Workforce Index (via eMarketer) shows that no less than 78% of workers in the U.S. & Canada – across all generations – believed that technology, such as laptops and mobile phones have effectively increased their productivity. Over half of the respondents even said they felt ‘much more’ productive, and only 2% said made them worse workers.” (Slackers)

Other key findings: More than 7 in 10 workers from across the globe considered the ability to work outside of the office a ‘positive’ development, and a whoppping 87% agreed that telecommuting was an attractive benefit to any job.

In addition, 30% in North America, 33% in Europe and 41% in the Asia-Pacific region agreed that they were working longer hours because of mobile communications.

Okay, so we’re working more hours, are more productive, BUT are we making more money? Are we enjoying it more? The jury’s out. The answer is both yes and no.

While some of us may be making more money, it’s likely the U.S. government is taking more in taxes. And we have less time to enoy the extra money because we’re working longer hours!

Or as educator and author of Overcoming Time Poverty, Bill Quain puts it, “Many people are playing a work game that robs them of quality time.” Quain explains that most employees trade their time for dollars on a job. If they need more money, then they have to ’sell’ more of their time. “Soon, they spend so much time working for money they have too little time for everything else,” says Quain.

One thing is clear: The definition of work-day is growing up.  Are you growing along with it, or you fighting it?

Has Technology Made The Work Day Longer?



Weren’t we told that computers were going to make our lives easier? Allow us to spend more time with our families? Play more golf? That was the concept, but it just hasn’t turned out that way, has it?

Those of us who are natural-born workaholics now have VPNs and other methods of connectivity that keep us tied to our laptops, iPads, iPhones, Black Berrys. And oh, by the way, have you seen the new Droid Incredible? There isn’t too much that you can’t do on an iPhone.

While these innovations are really cool, they keep us tethered to the office 24/7. We can run, but we can’t hide.

More than 10 years ago, when the work day was over, it was over. You simply got into your car, went home and didn’t give work another thought. And even if you did think of something, there wasn’t anything you could do until you arrived on the job the next day. It could wait.

Are we more productive?
But the question is this: Are we being more productive as a result of all this technology?

According to Kelly Services, “Global Workforce Index (via eMarketer) shows that no less than 78% of workers in the U.S. & Canada – across all generations – believed that technology, such as laptops and mobile phones have effectively increased their productivity. Over half of the respondents even said they felt ‘much more’ productive, and only 2% said made them worse workers.” (Slackers)

Other key findings: More than 7 in 10 workers from across the globe considered the ability to work outside of the office a ‘positive’ development, and a whoppping 87% agreed that telecommuting was an attractive benefit to any job.

In addition, 30% in North America, 33% in Europe and 41% in the Asia-Pacific region agreed that they were working longer hours because of mobile communications.

Okay, so we’re working more hours, are more productive, BUT are we making more money? Are we enjoying it more? The jury’s out. It’s a yes and no answer, here.

While some of us may be making more money, it’s likely the Good Ole U.S. government is taking more in taxes. And we have less time to enoy the extra money because we’re working longer hours!

Or as educator and author of Overcoming Time Poverty, Bill Quain puts it, “Many people are playing a work game that robs them of quality time.” Quain explains that most employees trade their time for dollars on a job. If they need more money, then they have to ’sell’ more of their time. “Soon, they spend so much time working for money they have too little time for everything else,” says Quain.

One thing is clear: The definition of work-day is growing up.  Are you growing along with it, or you fighting it?

New Techology vs. Long Term Relationship

Just in case you haven’t noticed, there is a new normal in doing business, however, the basis of sales is still asking questions & actively listening, your client or prospect will tell you what they want or don’t want.

I was talking to a partner recently & he was bragging about new technologies he was employing within his practice. But, his core business had not improved & so I suggested to him that he should be asking himself  “Have I adapted my new technologies to better fit my clients?” He replied, “Technology adapted strategically by small and mid size businesses can really make the difference.”

Frankly I don’t care if my employer has developed any new technologies.

Do I disagree with him? You bet I do.

People don’t business with technology, they do business with people, so you can have all of the new technology, solutions & resources at your finger tips, but if you can’t build long term relationships with your prospects & customers all your technology will just gather dust.

Here’s a good example of this: 3-4 years ago a company thought they needed MAS500. They were absolutely convinced by a VAR  that nothing less robust than MAS500 was going to fit their long term needs.

We did our MAS500 product presentation, but at the end of the day I knew that they didn’t need MAS500 & I wasn’t comfortable with trying to jam MAS500 down their throats just because

a) We needed the sale

b) Our MAS500 consultant needed the work

c) We needed the sale to maintain our tier.

Lest I forget, they didn’t have the budget for MAS500.

Notice that I said that we opened up with a product presentation because we let a customer dictate our sales methodology. I don’t let this happen but I was brought into the process after it started and I was squirming through the entire presentation. They hadn’t been asked any hard hitting qualification questions other than the budget  question, so the VAR that I was with ran with what he thought they were willing to pay.

A couple of weeks later I took the controller out to lunch and told him that after spending some time with him and completing a Needs Analysis that the product he should be looking was MAS200. The difference in cost was about $75K with all the bells & whistles.

Later that week the CFO got fired & the project went cold. Now fast forward a few years, he’s the CFO at another company, we have lunch at least once a month & because we’re both baseball fans; we have gone to a San Diego Padres game & plan on going to more this season. He has sent me pictures of his 7 month old baby & keeps me up to date with what’s happening at his company.

See a trend developing? It’s called building a relationship.

About 2-3 weeks ago he called to let me know that they now have a firm purchase date for a Sage product & guess who is going to get the sale? That’s right me.

As the controller told me once, that they had 4 VARs come in initially and I was the only one who had bothered to stay in touch. I haven’t stayed in touch with him because I thought there was an imminent sale on the horizon, When they finally purchase a solution this May it will have been 4-5 years since our initial meeting. I do it because I enjoy his company & we have similar interests like baseball.

Did we dazzle them with technology? Not even. I simply asked questions and then actively listened to what he had to say. I was just doing what was he & I together felt was best for him and the future of his company.

More importantly I have never tried to peddle software. I’ve been there when he’s had questions.

Try it, I guarantee you that not only will your pipeline be full of quality prospects, but you’ll have happier clients because they know that you have their interest in mind and that you will be there no matter what.

Heading To Your First Networking Event?

Heading To Your First Networking Event?

 If you’re heading to a networking event, make sure you know why you’re going. I believe in having objectives. What’s yours? Are you looking for a job? Are you looking for contacts or a mentor to provide guidance or are you “just going” because your employer wants you to?  

You’ve arrived at the event. Now what do I do, you ask yourself. Do you head for the buffet table & stuff your face or do you head straight for the bar & get blitzed? No, remember you have an objective, now’s not the time to get distracted by food or drink.  

Here’s some tips that may help you get through your very first networking event. 

1. Dress & act professionally. Shake hands firmly, make eye contact & show respect. A networking event can be a dress rehearsal for a job interview. 

 2. Men & women remember only those who stand out from the crowd. Be assertive, not obnoxious, you want to project self assurance.  

3.  Bring cards. There’s nothing worse than establishing a good relationship with someone, not having any cards & having to scratch contact information on a cocktail napkin.   Spend a few dollars for professional looking cards on quality stock & please remember this tip; even though your friends may know you as “Too Hot To Trot,” stick to a serious email address for business.  

4.  Don’t monopolize people’s time. People want to mingle at networking events. Understand the person you’re speaking with has a life that extends beyond you. 

5.  If someone says, “Sorry, we don’t have anything right now,” ask follow-up questions: “What’s the outlook for future possibilities? Do you know anyone else in the industry who might have something? Any thoughts on what my next step should be?” Persistence shows true interest on your part & may help the person you’re networking with come up with ideas he might otherwise overlook.   

6.  Send a follow-up email within 24 hours expressing your thanks for getting the opportunity to meet them & spend a few minutes getting to know more about them & their business. Also, ask for the permission to call them from time to time. If your budget allows, ask them for lunch.  

7.  Don’t Lie. It’s tempting to say, “Bob gave me your name & told me to call.” It might get you a meeting, eventually Bill will learn that Bob didn’t tell you to call. You’ll have burned not 1, but 2 bridges. 

8.  Have a good time, enjoy yourself & remember not to take yourself too seriously.

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