October 2008

Life Is A Game:
Wanna Play page 7

Are The Right

Leaders The
Smart Leaders
MILWAUKEE 2.0 page 15

SOCIALLY NETWORKED
AND AUTHENTIC
PROFESSIONALS page 10
 New Berlin, WI • Email: cd@sohobiztube.com
Businesses Who Want to be Profiled and Positioned
owners - publishers, cd vann, steve ball & jim schesling • editor, jim kogutkiewicz
photographer, I Do Photography • layout & design, VanderBloemen Creative
S O H O E XPE R T S
2 Modern Travel:
Staycations, Bucket Lists
And Going Green - Part I
Katie Cianciolo
CruiseOne
Phone: 262.347.4776
MILWAUKEE 2.0
Email: travel@wi.rr.com
4 15
SOCIALLY NETWORKED Get In Their Face:
AND AUTHENTIC
Grow Your Network
With Face Time
PROFESSIONALS
Jason Jacobsohn
KMG Enterprises
Phone: 773.368.0229
Email: jason@kmgweb.com
SOHO PLAYERS, page 10
5 Referrals: Make Them
(continued to pages 16 - 20) The Foundation Of
Your Business.
Jason Kayzar [pg 17] Jim Palzewicz
ActionCOACH Business Coaching
Owner of MC2 Phone: 262-790-1213
Email: jimpalzewicz@
Steve Glynn [pg 17] actioncoach.com
Founder of Spreenkler
7 Life Is A Game:
Al Krueger [pg 18] Wanna Play?
Jeoffrey R. Hutcherson
Owner of Comet Branding CinnerG Systems
Phone: 262.894.3515
Hillary Fry [pg 18] Email: cinnerg@earthlink.net
Owner of Solessence and
Founder of Milwaukee Fashion Week 8 Understand Your
Online Ranking
Diana Myre
Blake Samic and Comstar
Ryan Graves [pg 19] Phone: 262.953.6000
Founders of ActionsTalk Email: dmyre@comstar.biz
Stephanie Kern [pg 20] 13 Hiring Younger Workers:
A Different Approach For
Owner of Vanderbloemen Creative Small Businesses
Brian Weis
Jobbing.com
Phone: 414.604.1280
Email: brian.weis@jobbing.com
WE LIKE TO WATCH: www.sohobiztube.com
14 Learning From The One
That Got Away
Mike Carroll
Intelligent Conversations
Phone: 414.727.9813
mike@intelligentconversations.com
Are The Right Leaders
Smart Leaders?
Eric. Vincent
Design for Business Int’l
Phone: 877.771.3330
Email: ericv@
DesignForBusinessIntl.com
Michael H. Berzowski
Weiss Berzowski Brady, LLP
Phone: 414-276-5800
Email: MMB@wbb-law.com
John L. Chiappetta
JD Financial Services, LLC
Phone: 847.986.2740
Email: JChiappetta@jdfinsvc.com
Jason Kayzar
MC2 Incorporated
Phone: 414.788.1800
Email: jasonkayzar@mc2wi.com
Stephanie Kern
VanderBloemen Creative
Phone: 414.828.2123
Email:stephanie@
vanderbloemencreative.com
Al Krueger
Comet Branding, LLC
Phone: 414.672.8777
Email: al@cometbranding.com
Jason Seyfert
Northwestern Mutual
Financial Network
Phone: 414.358.5110
Email: jason.seyfert@nmfn.com
1
 biz travel Benefits - Staycations are far less costly than a
vacation involving traveling. Costs might include gasoline Attention: Website Design Facts
for local trips, dining and local attractions. Staycations do you NEED to KNOW!
Modern Travel: Staycations, Bucket Lists not have the stress associated with travel, such as packing,
long drives or airport waits. They may be of economic Fact:

And Going Green - Part I benefit to local businesses, which get customers from
the area. It gives you a chance to experience your own
Katie Cianciolo “backyard and beyond.”
What Not To Do - Entrepreneurs may find this
especially difficult since they tend to work from home and
turning “off work” isn’t easy. Checking e-mails and voice
mail messages should be kept to a minimum. Those that are
employed might have bosses or co-workers that think since
you are “at home” they can call with questions or ask you
to do some extra work.
What to Do - This is a good time to hire someone
to clean the house, mow the yard or complete other chores
that never seem to get done. Go to a day spa. You may
want to spend part of the time on a creative project. But the
idea is to take a break and relax – not spend it working at
something!
Upside - After months of American staycations,
many hotels, resorts, cruise lines and tour companies are
offering some fantastic deals. Call it the “staycation effect.”
Between now and the holidays is a traditionally low season
for travel, so you may get a steal of a deal. The best places
for bargains are Florida, Las Vegas, Hawaii and especially
Europe. Travel packages are the best deal.
“A business can lose 60% of its
potential customer base by having
a poorly designed website”
Fact:
If your website is not visually appealing
or information can not easily be
accessed, you may be losing a lot of
potential business.
Knowing these facts, don’t you owe it to your
business to take another look at your website?
If you find changes need to be made,
contact us and we will not only put best
practices into place for you, we will also work
to align your company goals, marketing
strategy, and business processes - giving you
a true business asset.
Visit our Website www.comstar.biz
and read about our design process!
Or call us today!
(262) 953-6000

Bucket List & Green Travel - This is

also a good time to think about your “bucket list” and
how “green travel” can fit into your plans. Movies tend to
trigger travel to that location. With Mama Mia’s release,
Greece has become very popular. The Da Vinci Code movie
led to the creation of specific tours to England and Italy.
New York City tours were created just for Sex and the City.
Another recent movie was The Bucket List, which involved
the two lead actors making a list of places and activities
they wanted to see and do before they died.

In planning your dream travel – your “bucket list” – keep

With the rising cost of gasoline and
airfare, combined with an unstable job
market, many people skipped their
typical summer vacation. They enjoyed
Staycation is a buzzword that combines
two words – “stay” and “vacation” –
and refers to a holiday that takes place
either at or near home. The Wikipedia
Common activities of a staycation
include backyard pools, beaches, visits
to local parks, zoos and museums,
attendance at local festivals and bike
in mind earth-friendly (green) options. The next several
articles will focus on those destinations. I look forward
to hearing from readers about their “bucket list” or any
other travel questions they might have. You can email me at
travel@wi.rr.com.

a “staycation” instead.
It is a well-known fact, however, that
entrepreneurs and employees that
take a vacation from work are more
productive and healthy.
2 WE LIKE TO WATCH: www.sohobiztube.com
entry for staycation defines it as a period
of time in which an individual or family
stays at home and relaxes at home or
takes day trips from their home to area
attractions.
“
rides. It could involve a nearby hotel
stay. Travel agents can simplify your
plans by booking hotels, rental cars
Vacation, all I ever wanted;
vacation had to get away
“
and some sporting events that you may
want to include. - The Go-Go’s
WE LIKE TO WATCH: www.sohobiztube.com 3
 CHICAGO
Get In Their Face: Grow Your
Network With Face Time
Jason Jacobsohn
We live in a fast-moving world that allows us to interact
virtually with almost anyone. Without technology such as
e-mail, social networking and blogs, we would have more
difficulty connecting with people on a regular basis.
While technology is great for maintaining relationships, it
doesn’t replace face-to-face communication. In order to
fully connect with people, you need to interact with them in
person, as well.
Co n n e c t D u r i n g M eals
One easy way to connect with people is to get together during
meals. Since you need to eat, why not make it a productive meal?
Invite people to join you for breakfast, lunch, dinner or
coffee. Be flexible around other people’s schedules so you
don’t inconvenience them. Meeting with people outside of a
business setting allows individuals to feel more comfortable.
Be proactive and invite people to join you for meals at least
once a week. It is a good habit to schedule two to three of
these meetings a week so you can get to know people better on
a regular basis.
In fact, you should try to get together with at least one new
person each week. This way, you are continuously connecting
with new and existing contacts.
Co n n e c t a t E vents
Another easy way to connect with people is to interact with
them at events. Relationship building at events is great for
meeting new people or reconnecting with existing contacts.
Many events exist, so pick the ones that make sense for you
and go meet people. Don’t discount the power of face-to-face
interaction.
In person, you can learn about a person through first
impressions and non-verbal communication. After you meet
someone, you usually get a good sense of whether it’s worth
your time to pursue a relationship.
While at events, don’t spend your entire time with people you
already know. After all, part of your reason for attending an
event is to meet new people.
Conn e c t at O rg an izatio n al M eetin gs
Another great way to connect in person is to volunteer with
4 WE
E LIKE TO WATCH: www.sohobiztube.com
networking
business coach
Jim Palzewicz
We Find Answers
groups such as charities, industry associations and community
Referrals: Make Them
organizations. Taking an active role with an organization is an
excellent way to get to know other people.
The Foundation Of
In fact, you should take on a leadership role so you will Your Business.
stand out as a leader and get to know more people within the
organization. If you are not involved with an association, then Every business needs new customers. This requires a
consider making the time and effort because the relationships consistent stream of qualified prospects to fuel the sales
you will build will be priceless. engine.
You will not regret getting more involved because you will • Business Organization DELAFIELD While most businesses recognize the need for marketing
develop better relationships than by just meeting people at • Commercial and Residential Real Estate 400-D Genesee Street to develop this lead stream, a most powerful strategy is
• Contract Preparation & Negotiation
Delafield, WI 53018
events. Of course, it is still important to attend events to TEL 262.646.5812 obtaining referrals from existing customers and strategic
• Employee Benefits
FAX 262.646.3340
support the organization and to meet new folks. • Environmental partners. Referral strategies are a way of introducing new
M I LWAU K E E
• Estate & Business Succession Planning
700 North Water Street
customers to your business for a low lead acquisition cost.
• Labor & Employment
Milwaukee, WI 53202 What better way to grow your business than having your
Conne c t D uring Sport s & Ent ert a i nm e nt • Land Use & Zoning TEL 414.276.5800
FAX 414.276.0458 existing customers and partners promote your business
• Litigation/Dispute Resolution
• Tax
www.wbb-law.com for you to their family, friends and colleagues? Yet, many
Sports and entertainment are definitely activities where you
businesses struggle to implement successful referral strategies.
need to be present with other individuals. It can be a fun and
relaxing activity to get to know others.
WHY IS THIS?
WBB3113 4x5 B-W Ad.indd 1 11/19/07 12:14:51 PM
Process Black
People will only give you
Invite people to sporting events or concerts so you can get
referrals if they are absolutely convinced that you will
to know them better. People will appreciate the gesture and
make them look good for referring them. We all value the
CinnerG Systems
return the favor.
respect of our friends – and we put our reputation on the
In relationship building, you need to be creative and find 217 Wisconsin Ave #311 line every time we make a referral. Have you ever given
someone a referral and then heard from your friend that
ways to connect in person. Regular interaction is healthy
Waukesha, WI 53186 they weren’t happy with how that business took care of
and makes you relevant in people’s minds. Staying on top of
someone’s mind is important so you are remembered. Take the www.CinnerG.com them? It’s personally embarrassing when this happens, and
opportunity to connect via sports and entertainment. 262-894-3515 we lose some respect with that person.
While you can maintain some of your relationships through However, when our customer refers us to their friend, and
online tools such as fantasy leagues or community sites, it is we delight them with our product or service, we make our
still important to have face time. Business Consulting: customer look good for helping their friend find the best
solution for their need. This is exactly why referrals work
Enhancing Strengths so well as a marketing strategy.
& Releasing Sabotaging Fear Factors
So the first rule for gaining referrals is to
make sure that our product or service consistently delivers
Personal/Group Development: on our brand promise. In other words, our customers get
Team empowerment
what they expect, at a minimum, and hopefully they get
much more than they expected.
Connecting team members to a
This is delivery mastery, and without it, we are doomed
collaborative goal. to the frustrating cycle of gaining new customers who try
us once and then switch to a competitor who will actually
Stress Management: deliver what they expected.
Corporate Chair Massage
Continued on page 6
WE LIKE TO WATCH: www.sohobiztube.com 5
 “Company Bylaws Bypass Later Problems” continued from page 5
soho life coach
When we have achieved delivery mastery in our business, the
Finally, you need to decide what type of
referrals will come naturally. So I have a question for you: How
many referrals do you get now? If your answer is a few or none, customers you want to do business with.
Life Is A Game: Wanna Play?
go back and work on mastering your delivery each and every Define your “ideal customer,” and communicate it to your Jeoffrey R. Hutcherson
time. When your business is successful at creating delighted customers and partners. The last thing you want is to get
customers, you’re ready to implement some formal referral referrals that don’t turn into business, or referrals that only It’s really amazing to see how our society functions. The Olympics just ended, and we saw some
strategies to really grow your business. buy from you once and never do business with you again. Even history-making events. People from far and wide came together to show they were the best at the
worse are referrals that create more headaches than they do games or sports in which they participated.
The truth is that if you’ve been in business sales and never give you the business you’re after.
Who would’ve thought you could get a gold medal for playing table tennis, water polo or beach
at least three years, most of your new Every time you educate one customer about referring new volleyball? We had a magnificent demonstration of human greatness and passion. Most of the players
business should come from referrals. Let’s people to you, you’ve got an advocate for life – with one made those activities look almost effortless, whether they stood alone or were part of a team.
put it this way: If each of your customers referred just one new condition: that you always give them at least the level of
customer to you each year, you would double your business. Of
service you’ve promised, and overdeliver anywhere and
course, you also need to keep your existing customers (which
anytime you can.
I’ll save that for another column).

Besides delivery mastery, you also need to give people a good HOW ARE YOU BUILDING A
reason to refer you. Every time we ask something of someone,
they need a positive answer to that question that will always REFERRAL-BASED BUSINESS?
pop up in their mind: “What’s in it for me?” When creating a Let me know by visiting my blog, “The SOHO Biz Doctor” at
referral strategy, always ask yourself: “Would I refer someone www.sohobiztube.com. Thanks for seeing the Soho Biz Doctor,
for that reason?” the cure to what’s ailing your business!

Record-breaking swimmer and winner
of multiple gold medals Michael
Phelps said that he could not have
done the things he accomplished
without the support of his team.
“I’m just having fun,” he said.
And Usain Bolt, the runner from
Jamaica who literally blew away all
of his competition, was celebrating
before the race was even over
because he knew he won. You could
just see that he was having fun, even
after he crossed the finish line. The
At any one moment there are joy bursting from that amazing
a million reasons to meet at sea.
human being was palpable across the
A Carnival cruise is the ideal choice for a corporate meeting, a group event miles and the airwaves. When asked
or incentive program. Our floating resorts have meeting facilities, audio-visual
equipment, flexible and spacious accommodations, an international hospitality how he felt, he simply said, “I was
staff and much more. For the best combination of business suit and bathing suit,
just having fun.”
book a “Fun Ship ®” cruise today.
Do you see the common trait between
the two men? They both embraced it –
carnival.com
the “it” being human excellence. Isn’t
it wonderful that they were having fun
CruiseOne - Waukesha, WI playing the game?
Katie Cianciolo & Crew
262-347-4776 / 877-398-2225
www.FunByTheTon.com Life is meant to be fun! Your beliefs
© 2007 Carnival Cruise Lines. All rights reserved. Ships’ Registry:The Bahamas and Panama. and attitudes are what make it so. My
point here is to really pay attention
6 WE LIKE TO WATCH: www.sohobiztube.com
to the games we play, the activities
into which we put our hearts and
souls. Ask yourself: Do I have the
right people around me who support
me in being great? Do I have the
commitment, the energy, the passion
to move toward success as a winner?
Like attracts like, and Phelps and Bolt
obviously surrounded themselves with
people who had a winning attitude.
And that’s how I choose to go about
living my life. How about you?
Remember being a little kid and
people asking you what you wanted
to be when you grew up? You would
answer: fireman, policeman, cowboy,
doctor, Batman, dancer ... OK,
maybe the Batman thing was mine
but I wasn’t the only one. We were
playing games, having fun and living
life to its fullest.
Guess what? That’s how it’s supposed
to be! I don’t recall my childhood
group of kids getting together and
playing the game of people barely
making any money, struggling at life,
WE LIKE TO WATCH: www.sohobiztube.com
being angry at each other, always
arguing and fighting. Nope, that game
was not on the list. Then how is it that
most of us end up playing that game
now that we’re adults? Well, my guess
is someone said, “You can’t play games
all the time, you must be responsible.
Get a real job.” And people ended up
being so serious that they somehow
lost the fun. We envy those who enjoy
life, who laugh and dance and play.
How about you stop the envy and
play your game your way? If one can
become great, so can you.
Decide right now, this minute, to fit
at least five belly laughs into your
life each day. How about 10 hugs?
Put more fun into your day, each
day. Appreciate every little miracle
that happens. You’re surrounded by
miracles. In fact, remember that you
are a miracle, a magnificent human
being, a gold medal winner. Let that
magnificence show.
Now where did I put
that Frisbee?
7
 web
b design
desig
g n and
ann d IT
Understand Your Online Ranking
Diana Myre
Last month we talked about how
tracking online statistics can mean
better results for your business.
Have you been tracking the number
of visitors to your Web site? Do you
want to increase that number?
I thought so, and the good news
is, there is a way to do just that.
The answer lies in search engine
programs.
Search engine programs will assist
with providing an increased number
of click-throughs and a higher
ranking. Let me show you where
to begin and how to decide if a
program is right for your business.
TEST YOUR WEB SITE’S
POPULARITY
If you are unsure if your Web
site really needs the help of a
search engine program, start by
doing some testing. Have you ever
wondered how popular your Web
site is compared to all the other
sites out there? How does it rate
compared to your competitors?
Well there is a cool online tool
available that you can use to find
this information. The best part
about the tool is that it is free to use. engine users never scroll past the
To use the tool, go to www.alexa.
com and click on traffic rankings.
Type in your URL and look at
your overall statistics. Write down
your ranking and any other traffic
8 WE LIKE TO WATCH: www.sohobiztube.com
details that may interest you.
Repeat this process for your top five
competitors.
Take a look at the results that you
found. If your competitors have a
lower ranking than you, this means
they are getting more traffic to their
Web site than you. Even if you have
a slightly better position than your
competition, how do you feel about
your overall rank?
TEST YOUR WEB SITE’S
RANKING
The information on Alexa is said to
be fairly accurate and a good judge
of reality. Besides this test, you
should go to a few search engines
and manually test your ranking
by typing in relevant keywords
to your business. See how you
rank compared to those same
competitors that you tested with
Alexa. Remember not to just type
in your company name to test, but
rather think like a customer and
type in what they might. If your
Web site does not show up on page
one of the results, it is time to
look into a search engine program.
Remember, 75 percent of search
first page of results!
TAKING THE NEXT STEP
Both of these tests will give you
great information to help determine
if you need to spend the time – and
money – improving your ranking
with a search engine program. If
after these tests you feel that you
need to improve your rank, find a
company that can help.
Many Web site design firms offer a
variety of programs to fit different
budgets and goals. Some even
offer search engine programs that
guarantee a certain number of
visitors will get to your site each
month. Check out your budget and
figure out what your company is
willing to invest every month.
Remember, while a company might
be able to guarantee visitors, it is
up to your site to convert them to a
sale. Make sure that your Web site
is useful and will get all of those
visitors to take action once they
arrive.
Your business needs an online asset,
not just an online presence. To be
an asset, your Web site must be
both useful and used. Make sure
your business is not just doing half
of the equation.
Stay Tuned: Next month we
will tackle what the differences
are between the available
search engine programs.
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 “
Social networking and Web 2.0
applications present an enormous
opportunity for businesses and
individuals alike - maybe the most
“
significant in tech since email

MILWAUKEE 2.0
SOCIALLY NETWORKED
AND AUTHENTIC
PROFESSIONALSSEE PAGE 16

10 WE LIKE TO WATCH: www.sohobiztube.com 11


Hiring Younger Workers: A Different
Approach For Small Businesses
Brian Weis
If you haven’t had to recruit a new
employee in a while, there are some
things you should know about today’s
younger workers- they are part of
the most wired generation in history;
they’ve grown up with technology
and have been online since childhood,
which shapes their experiences,
creates attitudes, expectations, and
behaviors that are far different from
many adults they work with. Young
people today have a much wider
range of experiences to choose from
and a lot more career possibilities
than ever before- are you prepared to
navigate these new waters when you
need to hire a younger worker?
In years past, most candidates were
focused on salary, advancement
opportunity, pensions and bonuses…
but today, issues like work-life
balance, flexible work hours, culture
and company mission are foremost on
the minds of job seekers- particularly
for those under age 30. Generation
X (those born between 1963 and
1980) and Generation Y (those
born after 1980) are establishing
MIke Carroll Ad a more prominent position within
the employment landscape as the
Baby Boomers begin to retire and
exit the workforce. This dramatic
shift in younger generations is
prompting a new focus in hiring
tactics, particularly among small
businesses. Younger workers are
creating a paradigm shift in employee
hiring based on their priorities and a
fundamental shift in career ideology.
Numerous studies have shown, and
many experts on the topic agree, that
there are certain patterns which are
universally consistent when hiring
Gen X and Gen Y employees:
12 WE LIKE TO WATCH: www.sohobiztube.com
recruitment
Work-Life Balance Perhaps there is no more profound shift in
career values than this topic. Young people are much more focused on a
job’s time requirements; this is not to say that they are not hard workers;
on the contrary, they put tremendous effort into their work, but they
also place a high value on their personal time away from the office. This
balanced approach has been mistakenly interpreted by the Baby Boomers
as a “slacker mentality.”
The younger generations search for opportunities where they can grow
their skill set without having to sacrifice every other area of their life. As
a business owner, it is imperative to understand this desired balance if you
are going to hire a younger worker.
Career Path The Baby Boomer generation experienced a marketplace
where prescribed opportunities existed to climb the corporate ladder within
the same company; where the org chart and titles mean everything. Today’s
younger generations generally do not have such consistent opportunities
before them. More importantly, many of the younger generation do not
place as big an emphasis on company loyalty as do the Baby Boomers.
Gen X and Y candidates are looking for a career path- they desire to
understand what skills are needed to be successful in the position today.
The long-term incentive is to understand what skills they will personally
develop or acquire within the company. It is imperative to share with
younger candidates the responsibilities they will have and how their skills
will become more advanced by working for you.
Sherpa Managers Gen X and Y highly value the manager-
employee relationship- an ideal situation for smaller companies where new
employees work closely with the business owner. They view their manager
less like a boss and more like a guide – an experienced Sherpa- to make sure
they are on the right path.
Work Smarter Not Harder Gen X and Gen Y have spent
most of their lives surrounded by new technology and the explosion of
the Internet- information has always been available to them at a moment’s
notice. These younger candidates are savvy about Internet job boards and
have a tendency to always have an eye out for new opportunities. However,
the upside of this technological ability is far greater, a good strategic benefit
for many small business owners who don’t have an I.T. department.
The Gen X and Y workforce will be ascending into prominent management
positions at a brisk pace in the coming years. The next wave of change will
occur in the management ranks as they shift the hiring process away from
the Baby Boomer approach. As that happens, progressive companies will
perceive these current shifts and adjust their hiring tactics in advance. If
you have hiring needs and want to attract the top local young talent, visit us
at Jobing.com to learn more.
WE LIKE TO WATCH: www.sohobiztube.com 13

Learning From The One That Got Away
Mike Carroll
How often do you look back at the deals you’ve recently lost to
understand what you might have done better? For that matter,
how often do you look at the deals you’ve recently won to
identify what you might have done better?
In the day-to-day hustle of business-to-business sales, it’s
easy to create the habit of always looking forward to the next
opportunity. And you should. You should always work on
making your calls, building your referral network and touching
base with your clients. But what would happen to your sales
productivity if you paused once a month to look back and
reflect on where you could improve?
When you take a serious look at the opportunities your team
lost, you will likely see some trends emerged. Applying a bit of
sales management focus to address these trends should produce
strong improvements and better sales results.
Here are some common mistakes seen in our consulting
practice as we’ve led clients through the process of reviewing
the deals that got away.
14 WE LIKE TO WATCH: www.sohobiztube.com
sales
1. Timing Issues – Are your sales people going
to the proposal stage too soon? When you look at a lost
deal, be sure they “earned the right” to make a proposal in
the first place. Have they done enough to fully understand
the prospective prospect’s situation? Have they defined all
of the prospect’s requirements? Did your sales person ask
questions to define the consequences of not solving the
problem?
2. Resource Issues – Did your sales people ask
the key budget questions? Did they know exactly how
the prospect was going to pay for your services? What
about other resources required for success? Did your sales
people know exactly who was going to do the work – at
your prospect’s company – to implement your solution?
Did they ask questions about timing and talk about how
implementing your solution could impact other activities?
3. Decision Makers – Are your sales people
calling high enough in the organization? There are times
when you start the dialogue with a mid-level manager, but
in our experience, it’s a lot easier when you sit down with
the person who can sign your contract. A quick way to
check this is to look at the deals you’ve recently won – how
many of those conversations involved the ultimate decision
maker? How many opportunities are in your pipeline right
now where your sales team is not talking to the person who
can sign your contract? As you look at recently lost deals,
did your sales people ask questions about how the decision
process works and how your proposal will get approved?
Understanding your mistakes is the first step to taking
the necessary measures to improve. Once you know
what your sales team is doing wrong, you can help them
improve by asking questions specific to those areas. Why
not take 30 minutes per month to look back at your lost
deals and think about what you might have done better?
What’s preventing you from doing this prior to your next
sales meeting?
leadership and development
Are The Right Leaders
Smart Leaders?
Eric Vincent
Many of us have had the experience of working for someone who
was…let’s just say… not smart. You may have wondered exactly how
the boss got the job in the first place. Does a company leader need to
be smart in order to be a successful leader? Should a company only
hire leaders who are intelligent?
There are scores of leadership characteristics advocated for in books, articles, and the
speaking circuit that distinguish successful leaders from unsuccessful ones. Emotional
intelligence, charisma, inspiration, integrity, confidence, and intuition, are amongst
these characteristics. But, no matter how they are grouped together, they are normally
presented without indication of which ones are more important than the others, as
though each of them is equally necessary for success. In other words, we are left to
assume that no evidence exists that any characteristic is more important than others.
This is not the case. Though the best leaders need many characteristics, one is
more consistently predictive of leadership success than any other. Regardless of
setting, general cognitive ability is the most reliable predictor of job performance
and occupational level (Schmidt & Hunter, 2004). It is more predictive of job
performance than personality. Further, the effects of better cognitive ability don’t go
away as leaders get more job experience (Schmidt & Hunter, 2004). This is because
those with higher general mental ability acquire more job knowledge in a more
efficient way than those with lower ability. So, the differences persist.
However, one of the difficulties with general mental ability is how to test for it in
prospective leaders. Using a traditional IQ test would likely not be received well by
applicants for leadership positions because it measures the verbal, quantitative, and
spatial reasoning skills needed to succeed in school. Though IQ is predictive of job
success, it doesn’t seem to reflect the situations leaders are confronted with that are
ambiguous, complex, and lack an easily identifiable right answer.
Critical thinking has recently received attention as the best application of intelligence
of business leaders. According to the U.S. Department of Labor’s description of job
skills in their O*NET database, critical thinking is the use of “logic and reasoning
to identify the strengths and weaknesses of alternative solutions, conclusions or
approaches to problems.” In the business context, Menkes (2005) indicated that, rather
than representing intelligence as the academic skills needed in school, business leaders
need critical thinking in the following three general areas: tasks, people, and themselves
(see the Menkes article for a complete list of specific skills). The leader that you want in
your company will use their reasoning skills to gather needed information, evaluate the
situation, and arrive at the best conclusions in each of these areas.
Your company needs to hire leaders who are experts at using critical thinking skills
to determine their decisions and actions. While there are off-the-shelf tests available
that measure executive intelligence, companies can evaluate critical thinking skills
effectively in their interview, provided they are asking the right questions. This is the
topic of my next Soho article.
Menkes, J. (2005, November). Hiring for smarts. Harvard Business Review, 83(11), 100-109.
Schmidt, F., & Hunter, J. (2004, January). General mental ability in the world of work: Occupational attainment and
job performance. Journal of Personality and Social Psychology, 86(1), 162-173.
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MILWAUKEE 2.0
SOCIALLY NETWORKED
AND AUTHENTIC
PROFESSIONALS
In today’s Milwaukee, more people are coming together to
share ideas, discuss innovation, connect and leverage Web 2.0
applications that will drive business growth. There is a buzz
and a shared sense that Milwaukee is changing. Evolving. This
Milwaukee 2.0 Evolution is moving beyond talk and is creating
street-level action.
Social networking and Web 2.0 applications present an
enormous opportunity for businesses and individuals alike —
maybe the most significant on the tech scene since email. And
in-person meet-ups following online connections enable even
greater opportunity for collaboration and business growth.
These tools enable powerful connection and the opportunity to
follow conversations in and outside of your industry and engage
in them locally or across great distances, instantly. You can also
share your personal voice to show authenticity and realness.
Be careful though, because “sharing is great, but don’t lift up
your skirt too much,” says Al Krueger, brander and storyteller,
when discussing how to infuse your personality and personal
side into business communications.
Steve Glynn, founder of Spreenkler, is one example of a
new breed in Milwaukee who are stepping up and out and
doing what it takes to advance their ideas by leveraging Web
2.0 to gain traction and drive growth. So, for the first time,
magazineSOHO, profiles seven of what we call – Socially
Networked and Authentic Professionals.
Jason Kayzar, founder of MC2 has developed a strong business
crafting strategic mobile communications solutions for business
16 WE LIKE TO WATCH: www.sohobiztube.com
Del.icio.us MYSPACE
clients founded in great service. Kayzar uses multiple apps to
connect, network and build his business.
Stephanie Kern, founder of Vanderbloemen Creative uses her
creative vision to help her clients in the best ways possible and uses
several Web 2.0 and in-person networking groups to drive business.
Al Krueger, founded Comet Branding to be a progressive
agency that uses deep storytelling, creative thinking and
strategic planning to help businesses. He uses Twitter and an
Internet radio program to drive business and awareness.
Hillary Fry, founder of Solessence and Milwaukee Fashion
Week, works to beautify the world, one life at time and bring
awareness to Milwaukee’s growing fashion and design scene, in
part, through social media.
Blake Samic and Ryan Graves, founded ActionsTalk to bring
attention to Milwaukee Startups. They are entrepreneurial-
minded and use many forms of social media to drive their
mission and move Milwaukee forward.
These seven people have a fresh approach and engage in Web
2.0 to amplify and conduct their business everyday. In this
group, you won’t hear “what’s your handicap?” Instead, you’ll
hear “what’s your Twitter name?”
To tap into the minds of these progressive Milwaukee 2.0ers,
magazineSOHO asked them to share their thoughts on
their passion for doing business in Milwaukee, the impact
of social media on business and the ongoing challenges of
Flickr YouTube
work-life balance.
www.twitter.com/spreenkler
www.twitter.com/jasonkayzar
JASON KAYZAR| Owner - MC2
Milwaukee | Although I’m not a fan of winter, I love Wisconsin
for the people and Milwaukee is a neighborhood, not a big city.
Wisconsinites are passionate people – they look out for each other.
I LOVE doing business with people around Milwaukee. It takes a little
longer to build a relationship here, but once you do it’s solid. When you
go to Chicago or New York or Los Angeles, you just don’t develop the
same kind of business relationships.
Social Media | Social Media has really helped me build my personal
brand. Someone “Googled” me the other day and said, “Wow, you’re
really successful!” That was a great validation for all of the time and
effort I’ve put into getting my name out there. The Internet has erased
all of the old social borders. I interact with business contacts all over
the globe now on a daily basis. It has given me access to the world’s
“people” database.
Balance | When I launched my company, I jumped in. I used all of my
spare time outside of work while I was employed to formulate a business
plan, lease space, secure a line of credit, etc. I quit my job and walked
into my new (empty) office the next day. It was truly sink or swim.
STEVE GLYNN| Founder - Spreenkler
Milwaukee | I have a passion for Milwaukee because I was born and raised here and I’ve
been able to create my place and my future here and it allows me to be happy.
I take pride in Milwaukee as a place to live, to work and to raise a family and I want to give
back to the city that has given me so much, to put in place the kind of thinking that will
allow my kids and others to enjoy the same in the future.
Social Media | Social Media speeds business potential and provides businesses of
any size with tools to reach almost any audience quickly, consistently and efficiently. For
Spreenkler, social media has helped increase the awareness of Spreenkler and attendance and
allows me to stay engaged in the conversation all the time.
Whether I’m actually participating in a social community or have established a presence
in one, there is a great chance to connect with someone new. The impact of that has been
enormous.
Balance | Fullhouse is completely supportive of what I do with Spreenkler, but I don’t mix
the two. I’m also fortunate I have a supportive wife who allows me the time to “work” at
home or engage with the Spreenkler community regularly. But, I have a two-year-old and a
new baby, so I work to minimize time away from the family and to do that, I sacrifice sleep.
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 AL KRUEGER MILWAUKEE 2.0 - SOCIALLY NETWORKED & AUTHENTIC PROFESSIONALS
Founder, Brander - Comet Branding
Milwaukee | Milwaukee is accessible, approachable and actionable. If
you want to get involved here, you can. All you have to do is get up and do
something. You don’t have to be rich or from a prominent family, you can
create action if you want to.

This city also has a great balance of low cost of living, green space, family
friendliness, short commutes, culture and spirit that are appealing to a creative
type like me. This is where I want to grow my business and raise my family.

Social Media | Applications like Twitter and a new BlogTalkRadio

show have helped my business by enabling me to get involved in a national
“
As far as the community goes, there
are plenty involvement opportunities
in Milwaukee. The key will be finding
better ways to get the word out.
“ RYAN GRAVES &
BLAKE SAMIC
Founders – ActionsTalk.com
Milwaukee | A couple of the reasons we’re excited
community of creative and innovative thinkers and be a part of great about Milwaukee is its potential and we feel like we
conversations and share my voice – at no cost. have the ability to make a big difference. It’s great to
live in a city where we can build something and help it
I’ve connected with some cool people whom I wouldn’t be able to meet due to grow. Milwaukee is on the verge of big things.
time or budget constraints. It’s like going amazing conferences, but getting a
chance to chat with the keynote speaker at every show – without leaving my The different segments of the creative class in
desk. Because of these connections, I have learned new things, sharpened my Milwaukee are converging and Milwaukee will find
skills, bounced ideas off other people and created action. that this group will help establish a platform for
economic and social growth and revival.
Balance | I couldn’t do what I do without my wife’s support. She’s my rock. I
have been fortunate to be able to start a business that is my day job, but I also Social Media | Social Media is increasing
help groups like Spreenkler and local startups get going by helping them think communication and collaboration between everyone
and plan strategically in regards to brand and product focus. I end up doing a - businesses to consumers, businesses to businesses,
lot of early-morning and lunch meetings, because I want to keep my evenings and consumers to consumers. The result will be
and weekends for my family. better products and services that meet more needs.
Companies that don’t embrace it are bound to be at
www.twitter.com/AlKrueger a disadvantage. The customers are connecting with
Social Media anyway, so businesses might as well tap
into that and close the loop.

Social Media has been the lifeblood of ActionsTalk,

we’ve used Twitter, Seesmic and Friendfeed and
other social video platforms to advertise and position
our company. This is the first time in history where
producing a “show” like this has had so few barriers
to entry. Social Media provides: free marketing;
free video hosting and free customer input and
engagement. That’s a lot free!
HILLARY FRY| Owner – Solessence Balance | Balance is in the eye of the beholder.
Founder – Milwaukee Fashion Week It really comes down to time-management and
passion. We tend to keep Parkinson’s Law in mind
Milwaukee | Milwaukee has major mojo, and is ready to run with the pack. My husband, pitched it to me as - work expands so as to fill the time available for its
“the center of the universe.” He really believes that, and now I do, too. In terms of creativity, Milwaukee is akin completion, we get pretty busy, so we have to prioritize
to a budding New York – without all of the lights and the incredibly convenient 24-hour food delivery. and we tend to work out an agenda when we get
together.
There is something about this place that leads to having an unusual pool of creative-types. We have to cultivate
it and leverage it! Someone recently said they were told it had to do with Milwaukee’s alignment with the water, We truly enjoy our jobs, but they don’t always fulfill
earth and the stars. The new Milwaukee is being created right now. our passions for other learning and challenge. In some
sense, picking up outside projects and working on
Social Media | There has never been a replacement for relationship building or face-to-face time, but the ActionsTalk help balance our lives. Seems odd that
Social Media wave has allowed people to initiate business in a very natural and effective ways. People are willing more work creates balance, but it does.
to be more open and accessible.

Balance | I still remember the days: You just roll with it; there is nothing else you can do, unless you choose
to close shop. It is important to delegate what you can, if you can. The rest is about continuing to make
www.twitter.com/ActionsTalk
connections, planning and prioritizing and having a bit of “The Unsinkable Molly Brown” mentality.

www.twitter.com/solessence
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 MILWAUKEE 2.0 - SOCIALLY NETWORKED & AUTHENTIC PROFESSIONALS

STEPHANIE KERN
Founder, Creative Director - VanderBloemen Creative
Milwaukee | I grew up in Milwaukee and have always felt most “at
home” here. There are many things to do in Milwaukee, all year-round.
Summer in Milwaukee is amazing – music, festivals and the lakefront.

“
Our art museum inspires me after a drive from Fox Point to the War
Memorial along Lake Drive.
Without the inclusion of social
Social Media | It has opened up a lot of opportunities to meet
people and business owners from all over the United States – even the media in my daily business, I
world. Without the inclusion of social media in my daily business, I would not have the amazing
“
would not have the amazing resources that I cherish. I have learned
more about business and made new friends. resources that I cherish.
I am someone who enjoys Social Media, but believes it is only one of
many steps to building your business and creating awareness of your
brand. Once you are connected virtually, you should make it a point to
meet with the people in your network one to one so that you can get
to know them better. In order to refer someone, I need to know a lot
about him or her. I don’t care how many people you have in your online
network, numbers don’t matter – actual relationships do.

Balance | It can be difficult to be a wife, mother, business owner and

boss. There are days that vanish in a blink of an eye. I try to make sure
that I do not promise too much and spread myself too thin. I also make
sure to allow time for myself. My current “me” project is starting up a
new business that focuses on young kids and harnessing their artistic
abilities. I also make time to read a good book. I love my book club!

Graphic Color Ad

www.twitter.com/vbctw
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