to Register for the Spring Summit
It's time to register for the Spring
26-27, 2012 in Orlando, FL. We
have a great lineup of Executive Briefings, always a high
point, as well as the National Boards.
The venue, the Renaissance
Orlando Airport Hotel, is a great destination -- sort of an
art gallery disguised as a hotel. Convenient to
the airport with a free shuttle.
Of course, there are lots of
attractions in the Orlando area, so it might stretch into a nice
weekend if your spouse plans to come along.
Working Harder and Earning Less?
CEBI membership gives us an interesting window into emerging business
trends. One I've started hearing in the last several months goes
something like, "I don't quite understand -- our business is up, some of
our competitors are gone, we're ramping up output, but we aren't making any
familiar? A lot of business owners have been so relieved to see
quotes and orders pick up that they've taken their eye off their
financials. Growth has a price. It takes more people, more
inventory, more working capital and more effort to ramp a business up.
Is it worth it?
if you're generating more margin, as well. Some aren't.
Wondering how to fix this? Read
Virtual Customer Previews,
I'm regularly amazed by the ways CEBI members
have applied readily available Information Technology tools to change their
business models and improve their business processes. I think this
Internet thing is going to catch on.
Here's another story about how a member took some relatively
simple tools -- GoToMeeting plus some webcams -- and took a lot of cost
out of his business for not only himself, but his customers as
for an interesting story about a customer acceptance process that used to
involve airplanes, and now happens at the customer's desktop....
Hire Sales People in Pairs
Hands down, sales people are
the most challenging hire in most businesses. Selection is difficult,
success is hard to predict, and failure rates are legendary. I've told
many business owners that major-league batting averages are pretty good for
sales people. If your success ratio in sales hires is one out of
three, you're on the top of the heap. One out of four or five isn't
an uncommon track record.
In some cases, you get down
to a couple of front runners and have a hard time making a decision. What
then? "Hire 'em both", says one CEBI member. It's
just as easy to train 2 sales people simultaneously as one, and you don't have
to guess which will be successful. Maybe both will be --
a hiring manager's grand slam.
A business coaching client
and I put this to work 6 months or so ago, and guess what? They're both
looking like they're going to be successful! Amazing.
Have a look at "Hire
Sales People in Pairs"...
And, as always, we're
interested in your ideas for newsletter articles. Would you perhaps write
a guest Editorial? Please let us know
if you have ideas or material you'd be willing to share with others.
Chief Executive Boards International
LB = Local Board Meeting
2011-12 Local Board Dates
An article in last month's
newsletter sparked a discussion in a Local Board meeting
about which a member said, "That was worth the whole
The topic? Helping your
kids toward financial independence.
One of the most valuable lessons we could impart to our kids is a
toolbox of financial strategies and skills for their lives. It's
surprising how few people leave College with even a rudimentary
understanding of budgeting, saving and investing -- the core concepts of
lifetime financial independence.
It's an educational process that can start in High School or
before, and set your kids up for building some serious wealth over their
Read on for some resources and ideas on how to do
Leadership Mindset Workshop
CEBI members have lots of things in common. Among those is a critical need to improve leadership skills, particularly among their key players -- their senior managers.
In response to this need, we offered the Leadership Mindset Workshop in June
2011 and again in January 2012 and received great reviews, both from members and their management team members.
We are offering the Leadership Mindset Workshop again,
August 1-3 in Cleveland, OH
Save the date -- Details to follow
CEBI members are
continuing to nominate business associates as new members.
Would you do someone else the favor of introducing them to
Just use this Nomination
Form, and we'll contact you to decide the best
way to approach your nominee.
Miss a CEBI
are available here