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 – this could be 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 in collaboration through 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
  • Dream on

    Dream on

    So Doug said that I was only looking out for myself, lining my own pockets and that I really only make ‘it’ all up as I go along …

    There are times when hearing a declaration such as this that I deny all knowledge, refute the evidence and argue until I was almost ‘blue in the face.’

    I’d just finished a conversation suggesting that Doug’s working practice was not conducive to better business. I tactfully (so I thought) pointed out that he couldn’t keep breaking appointments and disappointing colleagues, therefore it was in his own best interest and that of the Forum, that he should consider standing aside so that another might take his place as the ‘specialist in the room.’

    It hadn’t gone down particularly well …

    ‘But they’re my friends, my customers.’ Came the reply.

    Really, so is this how you treat your valued clients Doug?

    Doug was right about a couple of things though. I was making up the business model as I went along. After all, I had twenty-five years experience in such matters and by now I had a good idea of what worked and perhaps what did not. It was also true when Doug suggested I was out to make a living for myself.

    After all, as a business Forum, most are attending for the connection, I am no different to anyone else who habitually met with others at a given time and place to discuss lead and referral. The opportunity is there for anyone wishing to inform and inspire others to collaborate.

    I’m attending regularly, offering myself the same valuable ‘air-time’ as anyone else who regularly attended the network Forum. We’re not having to think about ‘fees,’ or any direct competition in the room, this particular field of business is dead level, completely transparent.

    An easy environment to tell us what you want so that we may see how we can help you.

    If you are not attending we do not see you, if we don’t see or hear you, we cannot develop the relationship or consider the trust, let alone the referral.

    Think reputation Doug.

  • Embrace the Process

    Embrace the Process

    The trouble with the process?

    Here’s the deal … a friend of mine has just found a certain amount of recognition with a rock band he is working with. See Nervus.

    I’ve known him a while, since he was a youngster and when catching up recently I was pleasantly surprised to see the confident young fella he’d become. As a kid he wasn’t particularly keen on the company of people, he actually went out of his way to be less than social, preferring the association of just close friends. His bandmates.

    Over recent years though, association and experience have contributed to this development. Now here before us is a fellow who has learned much from his fraternity/peers. Being in the company of those close friends and colleagues, being part of ‘a band’ of people with the same goals and following a given process have contributed to his success.

    Not that success has been plain sailing … after all, it rarely is for those who become successful. There’s time spent failing, falling out, picking up again. Time developing the trust and intent among colleagues.

    Similar can be said for the process of networking for the referral.

    Most understand that networking is the process of engagement, developing relationships, trust and partnerships.

    For some though, the net just doesn’t work for them.

    Many of us in business find that a certain hiatus comes along in most strategic processes until any significant results are seen at all. Success is dependent on such things as product, service, clarity. Persistence. Trust. It depends on the message, the transparency and the “bizability” – the art of being on the spot, familiar to your audience and available for business.

    What does it take to be successful at networking?

    Understanding the process. The trouble with the process … is that not everyone embraces the process. Ask Nervus.

  • Stop the car!

    Stop the car!

    This was a routine journey for me. Every Tuesday morning, 6 am I’d take the car on a route to meet colleagues to continue the process of developing better business.

    My journey went something like this:

    Turn left at the end of the road, left again, past the Uni., over the bridge, past the take-out restaurant sitting right beside the new offices as I headed away toward the highway and my destination. It was a well-travelled route, ‘Radio zone out,’ playing for just the 20 minutes.

    This particular morning meeting followed a familiar routine. There was the usual ask for ‘who wants what, who can help with this and that.’ We’re a familiar group. It’s a pleasure being there.

    Today the shout came out from Mike … ‘I’d like to speak with the manager of a new office build.’

    Mike looks after I.T., he’d been around a while. Knew his stuff.

    So, an hour later, my journey was back to the office, 20 minutes of reflection, the follow-up as I passed the takeaway and thoughts of dining for the weekend, the Uni., and home …

    Same time the following Tuesday, the same old route, Uni, offices, food, all zoned out at 6 am, back again around 10 am.

    It wasn’t until the following meeting that the ‘penny dropped.’

    Hey, Mike … here’s a great opportunity – just as you asked, a local office build, just down the road, by my local restaurant – why not check it out?’

    Mike appeared somewhat underwhelmed, a little non-plussed.

    Now, some of you may be thinking … good for you Charlie, nice try, great initiative. Wish more or my colleagues would go the extra mile and think about me like you have with Mike …

    The extra mile?

    Hey folks, I don’t mind saying, this was the wake-up call for me. It didn’t register until I had a chat with another about how I should have presented the lead (that’s about as strong as I could describe it) to Mike.

    That very same morning I headed back past the regular route, but this time? I parked the car right out front of the offices of Mikes’s potential next best customer.

    I introduced Mike as the local, reputable I.T. Service provider looking to support them. The receptionist and I were engaged in conversation for a few minutes before being joined by the site manager …

    ‘Yes.’ came the reply. ‘Sure, I’d love to meet Mike.’

    Next meeting, Mike and I shared a coffee and the lead turned out to be a referral. Mike still provides his services to our mutual friend today and he’s lucky enough to support several other localities run by the same office provider.

    Networking works, it can be a great provider of opportunity for those with vision. All we need to do is stop the car, change the routine and turn the opportunity into reality.

  • Risk and the dogsbody

    Risk and the dogsbody

    “Chief, cook and bottle washer. Risk taker, dogsbody, that’s me, Charlie …”

    That’s just the way it goes when you are working as a sole trader Ben, we start and go forward with ‘the plan,’ right?

    Look at it this way …

    Every big business started as a smaller business. There is always a time when the small business discovers that they’re unable to move forward or expand without help of some kind, whether it’s finance, diversity, sales or people.

    Risks are sometimes required, Ben.

    “I’m not sure I like that idea much Charlie …”

    Ben, you’ve come this far. You’re already a risk-taker, you’ve gone out of your way to help others, ask your customers to trust you.

    The Chief Exec has the vision for the business, the Managing Director ensures the resources are in place within the organisation to head toward that vision. The clever people in #marketing set out the plan going forward with adjustments along the way and the smart guys in accounts, at the end of each quarter, tell us whether we’re on track.

    Be the Chief Exec, the vision you have for your business Ben. If you have something the market wants then think how you can provide this in a manageable way through delegation, use your leverage.

    Don’t forget, you have your trusted network now Ben. So how about passing a few leads out there? Ask for help. People like to help others. At the very least being transparent leads to collaboration that may bring referral and that just may work out to be a great partnership.

    If you don’t ask you don’t get Ben …

    Take risks, “if you are successful you’ve won. If they fail, at least you have experience.”

  • Why choose one over another?

    Why choose one over another?

    Remember?

    Why do clients choose one business over another? Here’s a valuable reminder …

    Consider the following research by The Forum Research Corp:

    After analysing 14 major service companies in terms of customer satisfaction, they were able to offer the following results:

    *15% of customers switched to another business because of poor quality

    *15% left because price was the issue

    *70% departed their service provider because they didn’t like the human side of doing business with them …

    Building the human bond means treating clients and prospects with the utmost respect, offering the most valuable information and always giving them the very best service. If you do, they will repeatedly choose you and become customers for life and your very best sales team.

    because …

    ‘people buy from people’

  • Your story?

    Your story?

    So, what’s your story?

    How do you, stick in the mind?

    All around us media often appears full of ‘stuff’ that’s intended ~ just for you ~ right at those ‘peak times,’ perhaps that ‘stuff’ hits you just before you jump in the car and head off to the office? Over the car radio or during lunch break, perhaps the commute home maybe?

    Everywhere there are stories to stick in your face so that it’s stuck in your mind.

    So, the way I see it being sticky can be useful if we intend to be successful in business life. Business/life. They’re closely aligned, right?

    Think about how people remember you. What do they recall of you when next you catch up or more importantly when they meet up with mutual friends at the regular network soirée?

    Being a witness to this conversation, would the conversation be something you’d expect? Are you being remembered as being the best that you can be?

    The thing is, every interaction we have with someone leaves an impression and it’s sometimes a lasting one. So for me (I know this is also true for many of my close friends,) it’s important that MY STORY is a faithful representation of what others expect of me each time we meet up.

    Why? Think of YOU as your own mini media outlet.

    ‘What?’ I hear you say.

    Just hang on a minute, bear with me for a second …

    It’s true. What kind of sticky are you? What stories do you conjure, what memories evoked, how do people see you in their life? It’s simply the same as that current ‘hot branded’ company vying for your time and attention even before you’ve ordered the best-ever morning coffee and … the cake!

    Showing kindness on a regular basis is important. Agreed.?

    Love? That’s a no-brainer for me also, but in today’s ‘circus’ of life … if we are to really embrace the power of relationships, affinity and trust let’s leave the right messages out there.  Better still, let’s ensure our closest allies have every chance of passing on the definitive message of how YOU and your story should be remembered.

  • Faith in me

    Faith in me

    Mike and I have faith in a similar business field. I’m committed to spending my time building professional networks, I’m told that I’m good at what I do, my experience over the years has brought out the best in others and although it’s business at the sharp end, real ‘trenches stuff,’ it’s hugely satisfying.

    Today Mike and I discussed the expectation of success, with a pretty good understanding of the local community, I felt the ‘opportunity’ we were currently launching had some great potential.

    ‘People can either pick you up or let you down eh, Charlie?’

    Correct …

    Meet Geoff. He was over for the first meeting last week and with a great plan for the business, he fully appreciates that people are the key to success. Geoff has a desire to succeed …

    ‘I’m looking forward to the opportunity Charlie, when do we start?’ I recall our first conversation …

    We have a ten-week build plan in place, Geoff, all we need are the fundamentals and people just like you!

    Geoff realised the opportunity of building the community with little risk on the pocket, self-managed, with just a couple of hours per week connecting with your team … ‘there’s great promise Charlie, all we need are right ingredients.’

    The bonus I saw in Geoff? With his own plan in place, he knew the work had just begun.

    Over the following weeks, people came to meet us, some stayed, others went. Some shared the vision of the future, others were in the room for instant gratification, ‘hunters’ we call them. Life in the trenches, at grassroots beginnings, can be tough … although, we slowly built the numbers by sharing the vision, the bigger picture.

    Something unexpected happened though, just before the launch. Geoff, my ally, he of the like mind from the ‘trenches,’ the man with a plan … approached to tell me he’d had a change of mind.

    Charlie, I’m not sure I’ve made the right decision. Not sure I can go the distance. Maybe networking is not right for me …

    It seems Geoff had been blinded by his own enthusiasm and was finding it difficult to commit to the lesson all of us go through, especially with new relationships. Managing our time, adapting the plan to suit.

    Geoff, the faith you showed with work you put in during the build has not gone unnoticed. It’s not all about the business in the hand, or the paycheck. It’s more about how you cope with the business ‘in the trenches’ forging the early relationships that eventually pay off through word of mouth, over the long term. Faith is good Geoff, but we need to work on the bigger picture …

    Networking? Working on the business while being ‘in business.’ That’s networking.

  • Authentic

    Authentic

    Michael Peterson passed in 2012. He is recognised as one of the greatest surfers, an authentic Australian ‘someone’ who set the bar for Australian surfing in the mid-seventies. His aggressive, no-nonsense style was all his own at a time when Midget Farrelly and Nat Young were dominating.

    Michael was the son of a doting Jean, growing up near to Queensland’s Gold Coast with brother Tommy, he picked up his first real ‘board’ in ’66 aged fourteen and with his extraordinary drive, set himself on a path to being the best.

    Michael Peterson dominated

    During 1970’s surfing, Michael was winning Australian titles in ’72 and ’74. Taking out the win at Stubbies with his final competition in ’77. Michael Petersen won most of the available prize-money during his relatively short shine-time living for the sea. He was single-minded, lived for surfing and shunned the lime-light celebrity brought him … unless it was on his terms.

    But there was a dark side that even Michael was unaware he was contending – undiagnosed Paranoid Schizophrenia. It the height of his time, when he was setting himself apart from his contemporaries through dynamics on the water and alienating friends and family as he unwittingly contended with his illness and the hedonism that was surf culture.

    Michael was so successful as a surfer, his merchandise was soon in demand and carrying the now famous (MP) brand. The trouble was, Michael Petersen shaped boards for Michael, and so no-one could ride the ultra-thin, radically-channelled designs that commanded premium bucks. Sadly the business was short-lived, with no-one getting close enough to offer the business acumen, diversity or insights for managed growth. Michael never capitalised on his legacy. Being the winner out of the water.

    Michael Petersen ended his competitive surfing while still having much to offer. He’d succumbed to the dark thoughts he was not to recognise for another ten years but still, with the support of his family and ‘friends’ his legend prevails.

    Michael was authentic but through no fault of his own, he was unable to reach out and collaborate.

    A lesson from MP? Whatever business we’re in, it’s personal. We can inspire new clients and encourage our customers to return if we are able to recognise diversity, embrace our collaborators and work on our offer.

    Ask yourself. ‘Can I remain authentic, while reaching-out?’

  • Let’s refer you

    Let’s refer you

    ‘Good timing.’ I uttered as mince pies arrived along with our guest for the morning, Stephen.

    Stephen is a likeable fellow, he’d been recently made redundant from a local research firm when he called to attend our meeting. We were about to hear his plan for the business going forward:

    ‘I know what I’m going to do Charlie. Laundry and dry-cleaning services. What do you think? I’m just part-time now but I bet the local business around here would find my services useful?

    Sure thing Stephen. You’ve obviously done the homework, identified the client profile, the territory, pricing etc? How can I refer you?

    ‘I’ve already landed one or two clients Charlie, friends of friends and I know there will be more business out there once the word gets around. That’s why I’m visiting your Forum today.

    Stephen had the enthusiasm and the attitude that goes with it, he had plans in place to grow … all sounded pretty good for the future. So, how can I refer you?

    ‘If I can get enough business to ‘tide me over,’ to help me get started … besides Charlie, if all goes ‘pear-shaped’ I can always fall back on my old trade. I mean, I can give ‘it’ six months and if it doesn’t work out then …’

    I paused the mince pie, mid-chomp.

    Stephen had just undermined all the promise of a good start to networking. With one phrase the initial confidence in being able to meaningfully refer him to family and the personal connections within a trusted network had evaporated.

    Those we refer to our network are the people committed to the long-term growth of their business. Most of our Forum has grown to know each other well over the months/years as they put the roots down for the referral.

    Stephen was surely on his way to success although enthusiasm and attitude alone are not the only ingredients for better business, so I was pleased when he agreed to sit down over further seasonal pie for the one to one.

    Spending time with your network and learning what it takes to go the distance, as a specialist in your craft/service will ultimately pay dividends, once we gain the trust to refer you.