CharlieKenny.me

people * stories * engagement

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about

I love the coast and in particular, the area in which I live, the North East of England. It’s an uncomplicated life, for the past twelve years I’ve been away from the ‘big smoke’ … and the decision to relocate my business to the North has been the best move of my career. So far. I am a writer and have a lifetime of experience in publishing and personal development. I now consider myself a specialist in helping my clients with memoirs – that could entail a biography, or simply bringing diary pages to life. I tend not to advertise my business, word of mouth has always been kind so it’s no surprise that I do spend a couple of days per week networking. Peer collaboration can be very rewarding. Therefore, if you’d like to join me fortnightly for Wednesday ZOOM or either Tuesday or Thursday for (in-person) morning coffee, please get in touch. I’d love to meet you and perhaps help in any way possible. Thank you for stopping by the website. engage, develop, grow … with Go! charliekenny@live.co.uk
  • Get out of your way

    Get out of your way

    Change often brings with it a sense of vulnerability, when we tend to be spending more time thinking of our own predicament, the lack of plenty that pervades and how we might be able to replace this void, provide more.

    In reality, challenges that we see now should not be seen as a time of inward needs, although it’s completely natural to feel exceedingly needy if the once-thriving business has suddenly withdrawn to a state of flux. With such a tug toward our own fulfilment, all we need remember is what makes us all so different.

    How we reach out to family, friends, colleagues and of course our customers define us as not just genuine, caring human beings but invaluable connections, now and for the future.

    Looking inward should be a call to take action by offering our availability. Why not write the emails, take the postcards and put them in the post, connect and add those new friends you simply haven’t made time to do – until now. Show your individuality, your supportive nature and remember that people do indeed buy from people who they know, who they trust.

    Your direct family know you already, why not extend your family of connections by showing that you can reach out while we all take time to reflect on what makes us different?

    Let’s do, not dwell. Give ourselves the greatest chance for success by moving out of our own way.

  • Now is the time

    Now is the time

    Working for yourself can be challenging, especially during a pandemic that threatens to ruin most of the prospective business you’ve been cultivating during the past few months.

    It’s definitely a challenge and for those in a position to do so, it can be the signal to close down the business completely, cease trading, shut up shop and seek out other ‘opportunities.’

    For those of us prepared to look a little further ahead, past the chaos, to the brighter path, how do we actualise, keep the passion and sight of goals when such turmoil continues about us?

    Personally, I try to appreciate a healthy work-life balance with a number of priorities outside of business scheduled each week. I’m grateful for the network of real friends and like-minded colleagues in the business. It’s these relationships I’ve cultivated through the years that prove important and these certainly come to the fore in challenging times such as now.

    The fraternity is a great place to engage peers, ‘chew the fat’ and ultimately seek out new opportunities. Today though, the emotional connection will take you further in business than at almost any time in living memory.

    With livelihoods at stake, global uncertainty and those once very real prospects not now so available, it’s times like now the value of your network is realised.

    Networking? In a pandemic? 

    I do hear you, hang in there …

    We do what we can when the going gets tough. Tough times call for challenges to be met, it is definitely not the time to change course or career. During a challenging business climate the time to display the skills, the capabilities you have in your chosen profession is now. It’s the time to be bold, choose your allies and seek collaboration, ask for help in the pursuit of your chosen goal.

    Now is a great time to consolidate your reputation.

    Networking is great for business when ‘people buy from people.’

  • that old familiar song

    that old familiar song

     

    Like most, we’ve had our own share of harsh weather.

    This morning was typical, the wind blew through you, it was tough going. My four-legged companion didn’t seem to mind though, she was on a familiar course, headlong down one of her favourite by-ways with the wind so hard that, amusingly her rear legs were almost overtaking the front end!!

    Much to the annoyance of the aforementioned hound, I paused and realised I was listening to bird-song. Above the din, the racket, the stormy tempest, from deep within the hedgerow came the song of the blackbird. I listened for a good 20 seconds to the intermittent shrill tones as I realised, that’s just what’s required to rise up above the business same-old, same-old …

    No, I’m not about to break into bird-song … I’m not much of a warbler!

    As business owners we’re often surrounded by distraction, we’re sharing our precious diary with an ever-growing to-do list with little time, some of us are over-committed and of course, this takes a toll on progress.

    So what does it take for your business to be heard above the everyday? Hire the P.A?

    Perhaps.

    Let’s start with clear, concise and consistent messages delivered on a regular basis – we need to become the familiar, trusted voice if we are to have any chance of being heard above the mainstream don’t we?

    ‘Easy done’, who’s listening?’

    OK …

    Start by visiting your local network …

    If we’re persistent in delivering the message, we eventually become familiar, our reputation starts to develop … and isn’t that what we, as business owners are seeking?  A familiar, reputable business, considered not only as a contender in the marketplace – but the first choice?

    Listen up when you are next out and about, I’ll bet you’re listening out for the familiar sounds of the season.

  • Gossip is good …

    Gossip is good …

    As a relatively ‘green’ salesperson back in the 1980’s I found out, pretty early on in my chosen career that it’s not particularly what you have that’s important, it’s more like how you relate.

    ‘What’s new?’ I hear you say.

    OK, here’s how I woke up …

    It was while spending time on the road, calling on clients, cold calling prospects that I had my first really good break. My routine in those days was leaving the house, hitting commuter traffic and travelling the 10 miles or so to the manufacturing plant, my office. I’d spend a little time there before ‘hitting the road’ again, engaging people, knocking on doors, prospecting for business.

    There was no internet to help us in 1984, the in-car telephone wasn’t yet with us. My job was to deliver the benefits of my business, in person. Like anyone else in sales during that time we were expected to be well-versed, resourceful, agile and always available for the opportunity. Pre-technology the job was heavily reliant on the ability to engage, developing the people skills not found in any on-line course or wikipedia research.

    This particular morning at the office I’d received a telephone (land-line) call from Neil.

    ‘We’d like to speak with you, can we set up an appointment?’  It just so happened the ‘prospect’ was halfway betwixt my home and the office, so we agreed that I call-in for a meeting, next day during the course of my regular commute.  

    ‘That’s fine, can you get here for 7 am?’

    Next day I arrived well before 7 am., parked up, made my way to reception to be met by a fellow with an outstretched hand and a smile … Neil.

    ‘Like a coffee? Follow me.’

    My new friend proceeded to inform me exactly what he was looking for. He outlined how his company wished to be served and at what price levels, when he expected to see us, what he expected of me as his trusted supplier …

    After all, I’d been ‘highly recommended.’  

    So began nine years of regular visits to this particular client. Through regular contact Neil and his company became the ‘mainstay’ of our own business. Morning and evening, twice per day. Coffee in the morning, tea in the evening. I was treated like one of the salaried workers, a regular fixture, all the time developing our ‘people skills.’ I had become a familiar face with each of the employees, we each knew the unspoken value of working closely together, developing the relationships. Business was good.

    It wasn’t until several months had gone by, I was out doing my ‘regular rounds,’ calling on my regular clients, the people, the prospects for new business when one of those prospects invited me to tell them just a little more about the business …

    ‘Good to see you again.’  he said.

    ‘How can you add value?’

    We spent a little time discussing ‘the trade,’ trends, other people and a little while later we started doing business. Then, one day he asked …

    ‘By the way Charlie, did you ever catch up with Neil?

    Networking works, persistence pays off, people buy from reliable people.

  • A bit of a ‘tidy-up’

    A bit of a ‘tidy-up’

    I’ve always found the month of January offers some great additional time, time for me to have a bit of a ‘tidy-up.’

    From my desktop I look and consider the unsubscribe, the maintenance contracts/insurances, my own business offer plus of course the way forward in pursuit of our goals. The additional free time offers that greatest gift. Clarity.

    Outside of the office environment I consider myself pretty lucky. By hosting the ‘Weeklybiz’  referral network and listening to the stories of around twenty colleagues, I’m often blessed with some great free business advice, invaluable support, all contributing to the vision for my own business.

    For me patience has never been a strong trait although with networking it’s about patience. We can’t take ‘on board’ everything that our friends offer and inform us in one sitting.

    With the regular contact of peers and like-minded individuals, I’m listening out for their needs and how they intend to execute plans for success, those small steps toward significant growth – it is a weekly lesson for me, it’s how I can keep the path to fulfilment clear.

    Of course I do understand that many networking platforms are seen as hunting grounds for the order-seekers, those committed to the order-book and for sure, some people tell me that they find success this way. It’s simply not the way forward for me.  I’m looking for more than simply an order for business …

    If you wish to develop the business, not to mention your reputation on solid foundations I know that by sticking to the plan, developing clarifying amongst peers those cultivators of relationships, you are allowing the trust to develop … and of course that’s the secret ingredient in any relationship isn’t it?

    If you are dependable and therefore seen as reliable you become referrable.

    Go ahead, clear that path, move forward by demonstrating that you are in business – for all the right reasons.

  • Just passing through …

    Just passing through …

     

    It’s ‘that’ time again David …

    What’s that you mean Charlie?

    I’m seeing a lot of interest in our business forum lately, much activity from those looking for the quick fix, you know, those out distributing the business cards, looking specifically for the next order, something to fill the hole.

    Hunters?

    We see lots of activity from the passer-by-hunter at this time of year. It’s usually when their core industry activity has quietened down when out come the seasonal business. It’s this time of year when we try and discourage the impulse networker.

    Impulse networking? Sounds intriguing?

    For some. In this part of our world, you can set your watch, your calendar to it. There are those who are ‘in business’ and then there are the seasonals, those that wish to be in business only until something else comes along … it’s something that those of us being around awhile are very aware of, it’s transparently obvious at times …

    So, you discourage these folk from participating?

    Not exactly, but when that initial enthusiasm crashes through that door, I make a point of offering insight into how we like to do business.

    You mean, there are choices these days?  You know it’s tough out there Charlie, are you not making it just a little tougher? Don’t you think that you and the rest of the meeting are missing out on the opportunity?

    David, over the years we’ve had plenty of seasonal businesses through the door. In the early days, it was difficult to see through the initial enthusiasm and effusive declarations of future prospects. The love!

    The almost unbridled joy of being in the room with untapped opportunity, the chance to engage other business owners who could offer the bigger picture has its benefits of course.  Energy … for one and we all appreciate the attitude.

    So what’s not to like with newfound enthusiasm coming to the table Charlie?

    It’s when they leave Dave. The hunter has no intentions of developing the close ties, it’s all about now.

    Once the realisation that networking is about the community build beyond the room and the time that it takes in developing the relationships enabling the meaningful business … by having your name recommended to others.

    This is when our seasonal hunters tend to leave the table before dessert, before that ‘bigger picture,’

    Ok, but some of us need to pay the bills.

    Correct Dave.

    Sadly the effect just one or two ‘seasonal networkers’ have on a room can be devastating. It’s not good for the prospects of those with nobler intentions.

    You see Dave, promises are made, appointments scheduled and leads are passed. All this comes to nought when the clock strikes ‘times up’ and it’s back to the attention of the “day job.”

    Networking works best for those wishing to develop their business for the long term. Good relationships sell your reputation, there is no need to worry about when the next ‘fix’ is coming when we have our trusted network watching our backs.

    It’s not about seasonal business David, because today, more than ever, business is personal.

  • What’s on your mind?

    What’s on your mind?

    I love what I do, my job. I enjoy helping friends move ahead in business through the fraternity. People like to do business with real people. It’s also one of the reasons why I’m enjoying the publishing industry a whole lot more these days. People are making themselves a much more accessible.

    Real people.

    It’s easier to connect now, isn’t it?  Social media brings us a much broader world, that’s easier to connect. We can ask for help, we can connect, reach-out, find a solution, respond, blag, influence and much more in the big wide world, through small deeds, just by reaching out for support.

    Not so for everyone though. Some find reaching out is just not an option, they stick to the familiar working routine, and if that’s predominantly their own company they’re keeping, finding satisfaction in business, let alone the pay-day, is tough.

    By reaching out we learn more. We earn more.

    You know this one as well … if you don’t ask … you don’t get.

    It wasn’t always like that for me. I was brought up to ‘keep my nose out,’ or ‘don’t offer until advice is asked for.’ I didn’t heed that advice long, because through sharing I’ve become more comfortable  offering experience and support to my trusted community.

    I enjoy the business I’m in because I’ve embraced change. By simply being available … and listening … I’ve become credible and so I’ve become more passionate about my offer.

    For me, to help others find their footing, their true niche, to ultimately help friends identify their passion is even better when that person I’m supporting actually ‘gets it’ and they, in turn, begin to leverage their skills and work with others.

    It’s easy these days to ask for help, it’s acceptable, it’s at our fingertips and still, the opportunity to offer support eludes some.

    The opportunity eludes them?

    When we’re depriving our greater contacts the opportunity to show their suppor, that’s not good business sense …

    One of the many benefits of networking is the opportunity to help others. Today, more than ever it’s smart sense to embrace the change around us, show the emotion, declare our needs to those we spend time with. Because by doing so, we make ourselves available for that same opportunity.

    People buy from passionate people.

  • Bringing up baby

    Bringing up baby

    So, I was told Ben was quitting, yep, he’d had enough. It was time for him to take the foot off the gas and leave ‘the baby.’ He was to walk away from the business of ten years.

    I asked him what had happened that would make him ‘throw in the towel?’

    I simply couldn’t see the way forward Charlie, after trying to make a ‘quid’ these past few years I’ve decided on trying something different. Besides, the change ‘might do me good’ – it might rekindle my mojo …

    You’ve lost it? The passion for the business??

    Ben, isn’t it enough that you have set your sights on the future, shared your dreams through people alliances, invested faith in colleagues and their contacts – isn’t that enough to clear your path to fruition? For however long it takes?? To have shared your vision, Ben, the cultivation of trust, the dedicated partnership, of where you want to be on completion of the journey – surely this is a testimony to your passion and validation to your reputation in business?

    Don’t you think that the mojo was alive and well already?

    Just too many negatives around ‘just now’ Charlie. There is no ‘money in it’ and besides, I’ve more responsibility now with the day job, the paycheck is good as well .. I’ve already spent enough personal wealth, family time and faced one too many disappointments. Besides, it’s time for a holiday.”

    He wasn’t listening. Ben had replaced his passion for the business with the cushion of security. During the last ten years, he’d turned a ‘hobby’ into a vision for a lucrative second career and now he was walking away. It was a tough decision in tough times and I do get the reasons why.

    Think about what it was Ben was walking away from …

    The loss leader? Yes, looks like it.

    Time away from family? That as well.

    Disappointments? Yes, the possibility of failure is real.

    Stress?  In business? We deal with stress. Daily.

    Being responsible for, at the helm of your own business, these are just a handful of sacrifices we make when we’ve decided to ‘bring up baby.’

    So, what else are we leaving when walking away?

    Relationships, partners, [leverage,] dreams, shared visions and the disappointment of a vision and the passion gone unfulfilled.

    People buy from passionate people.

  • Let’s look after our mates …

    Let’s look after our mates …

    Over the years I’ve discovered that success is powered by three things:
    The formula for success = your human capital (what you know) multiplied by your social capital (who you know) times your reputation (who trusts you.)
    You can take away all my money and even my customer list, but if I can keep my ‘smarts,’ my business relationships and reputation, I’ll get it all back – with interest! Having knowledge, social capital and trust is the ultimate security blanket in both good times and bad.
    Today, more than ever it’s an excellent time to increase your market share by reaching new prospective customers and building better relationships with your present customers. Not by simply sitting alone in front of your computer and trying to come up with a winning marketing formula either, this along is simply not smart business. No one I know who has been successful in creating a strong marketing presence does it this way.
    Successful people may have started out going it alone but as soon as they possibly could, they began to leverage their contacts, other people’s ideas, their experiences and relationships.
    Building a strong network, reaching out and helping others, showing you care by introducing one another via structured meetings should never be dismissed as a one-off opportunity or a quick fix, networking genuinely works when we work toward helping others through strong, developed relationships.
    Success = what you know, times who you know, times who trusts you.
    That’s it. That’s the secret.
    So, how do we build trust?
    Blame the Greeks … they taught us that all conversation involved three ingredients:
    Ethos, or the character of the speaker,
    Pathos, connecting with the emotions and
    Logos.
    The logos discussed by the Greeks refer to the factual content of a message, the words used.
    OK, so, building trust?  
    To hear your message, people first need to positively connect with you emotionally before they are ready, willing and able to listen to what you have to say.
    Never dismiss the opportunity that regular networking brings, never dismiss the value of investing in human capital.
  • community get-together

    community get-together

    We’re all aware of the effect people have on our everyday routines. Whether there’s a smile, offers of help, direction or support of well-being, it’s the people in your life that count.

    As human beings, it is said we’re at our best among communities. Most of us tend to engage others of a like mind. We react, some contradict, spar and learn. We’re able to make choices, whom to have around us by being present, living in the moment.

    Along the way we’re collecting messages considering, listening in conversation, music may be heard! Humour is often exchanged, appreciated, or maybe not! We all have choices, we can choose to tune in to the messages, turn ’em up, down or off.

    Close communities can offer so much more besides. There’s less effort, less grey if we have good relations, trust and have confidence when offering engagement during participation.

    It’s when building enterprise we are similarly blessed by observing the benefits of celebrating humankind, the fundamental practice of being present.

    Remembering also that our ideas are nothing … unless they serve someone.

    The practice of being there, making the best of time together in the community brings affinity closer. Being that familiar, reliable, go-to person within your community, being ready for business, offering the same consistent messages that have made your business worthwhile to you become much clearer also to prospective partners.

    Consistency in expectation is what makes communities successful, we align with the reliable that offers confirmation we’re on track, we feel comfortable in an environment encouraging growth.

    Do as you say you shall, be with your preferred prospective community and engage, support better engagement and be ready for business with specific messages.

    People are the key to getting us where we wish to be. It pays to get together.