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
  • Know your vision of the future?

    Know your vision of the future?

    Bear with me now …

    Do you know where your business is heading and what it shall look like when you eventually ‘get there?’

    “What? Of course.” I hear you say. “That’s a natural!” Comes another …

    I know the evangelists profess the ‘only’ way to achieve is to keep that picture of the ultimate ‘me and the business’ in focus, as part of the plan moving forward. Some find that pretty easy, (and I know it differs depending on your own circumstances,) some find it tough going, we all have our diversions to path, we are swayed with trends, different challenges or solutions that promise much and (sadly) deliver not a lot.

    Some of us just find it easy to stay on track. Take Gus, he’s one of the guys who started my publishing platform here several years ago, he is one such person. Gus sees a vision, he has his twelve-month goal all mapped out – he’s even stuck it up and over our wall here!

    Gus creates the vision, he has this monthly cycle of events that he sees need to happen to enable change, bring fulfilment … and he tackles those, one by one until he’s into the next month, the next and ultimately – which I find so annoying Gus reaches October and he’s there, right on top, he’s in charge and knows exactly how the next eight weeks are going to be impact his degree of fulfilment.

    Gus calls it his ‘numbers game’ and he is always working on it, Gus believes day to day revolves around simple numbers …  he keeps a pencil and paper beside his keyboard and jots down influences here, the to-do’s there and he just gets it done! Gus knows exactly what needs to be doing for months in advance for goodness sake!

    Lucky for me I hear you say? Drives me nuts I would suggest!

    We all need a Gus in our lives don’t we? These are the people who have that ability to avoid the static, the pull of the me-me-me, the online like-fest and must do’s to keep up or else style of influence that annoys the heck out of me … and many others I’m sure.

    Gus is beginning to rub-off though. I leave the lists and heavy duty wall-planners to him as I work on my “three word mind map,” reinstated for next year and and my short-cut to staying on track, I can solve the conundrum of the ‘bigger picture’ with just a little work.

    All I have to do is stay between the lines. Whenever distracted simply recall my three words. Easy isn’t it? Keep focused and understand that while I continue on the day to day ‘stuff’ I already know who we’ll need and what we shall require to get to the ultimate destination and what I have to do to make that happen.

    Engage * Develop * Grow does it for me.

    What are your three words to guide you? I’d like to know how you intend to to fulfil your vision of the future, let me know if I can help.

  • People buy from people

    People buy from people

    Just ask Hilary. People buy from people.

    With the spotlight on choices by the people and some monumental personal decisions on both sides of ‘the pond’ this year, it is never been so blindingly obvious:

              “I’ve learned that people forget what you said,

                    people will forget what you did

             but people will never forget how you made them feel.”

                                                                        ~ Maya Angelou

    It was clear, citizens had reason to vote for change. We knew it here in the UK, Donald knew it, change was due…

    It’s not what you have that makes the difference, it’s how you relate.

    People are the key to where you wish to be, that’s why … ‘people buy from people …’

    http://weeklybusiness-northumberland.co.uk

  • Time tells …

    Time tells …

    It was one of those clear, crisp Autumn mornings … so wife, father-in-law (George) and I took some time to walk down through the gardens to the church yard. We crossed the old ‘falling-down’ bridge and up, through the gates leading to our destination.

    We were here just last month. George had wanted to show us the grave of his own grandmother, laid to rest some 80 years past and a headstone still offering a surprisingly easy read to the stone inscription. George had a question regarding ‘Stephen,’ the family member mentioned and accompanying, ‘Harold’ who had been killed at the Somme …

    Stephen had been unaccounted for.

    George could identify with certain stories his mother passed on about Harold over time though had he not heard anything about Stephen. It was clear he wished to learn more.

    So I’d asked a friend (genealogist) to spend some time and research George and his part of the family and it was just a short time later he returned with news. Stephen had been formally listed as missing in action (MIA) although our current investigation tells us now … Stephen had survived certain wounds in hospital, outlasted the war and after a time he’d been traced living in southern Europe with his adopted family!

    What would ‘they’ have thought!

    A bemused George led us away past a mature ‘Wingnut’ tree spanning some 18 metres and which was looking all of it’s 25 years … clearly more than a little past prime time.

    ‘These get-away too fast, they’re bonnie trees but just too keen to tak a hold and lose their way in the soft earth n the ‘clarts.’ That’ll be felled afore lang.’ stated George.

    ‘Thats canny good ower there ‘ George directed our gaze to a ‘Cypress,’ the same age as our Wingnut though not as tall at just a little over 3 metres. Straight and strong.

    Added George, ‘that’n will be heor long affta that big-un is gone, these tyek thor time te establish yee knaa.’

    I continued to mull-over (interpret?) George’s view, taking time to dwell over insights to the headstone, those long overlooked facts uncovered, laying hidden until now …

    ‘Aye, yee could write a book aboot tha un.’ says George wistfully.

    ‘Now there was an idea.’ I thought to myself … half listening and thoroughly pre-occupied with our trees. While George pondered his own questions, I observed my own relationship with colleagues throughout our regular business referral group …

    George, I thought … I’d much rather understand the advantages time spent building solid foundations than the results the alternative may bring…

  • Sticky bun over dead wood

    Sticky bun over dead wood

    Bill and I were discussing business over coffee and a magnificent ‘sticky bun’ the other morning. More reflection than current news. The state of ‘people politics’ was popular, as was all things general when Bill suddenly said…

    ‘I’m really not looking forward to the New Year Charlie. I’m not sure we can carry our existing product line for another year.”

    ‘Have a prune back Bill.’

    ‘A what? I’m not into gardening and I’m not keen on letting any of the staff go if that’s what you mean. Some of them have been with me for years.’

    It’s true, Bill had some great long term staff. People who knew the business and undertook the day to day tasks better than he did himself, without thinking – or having to!

    ‘You’re not reaching the new business because you’re carrying out procedures that are faltering.’ I said. ‘The existing plans may have been good for last season, or the past two or three, but for now? Maybe it’s time to reconsider your offer, give your staff some new direction, invite them to offer their opinion and lose some of last seasons dead wood. After all, it’s Autumn now. ‘

    ‘What has Autumn got to do with it?’ Replied Bill.

    ‘Seasons Bill, we’re all seasonal folk. Don’t be afraid to change your direction. Take a long look at the entrenched strategy, a tweak here, adjustment there, just in time for Spring and the new market.’

    ‘OK, I think I’m with you. I’m still not firing any staff though …’

    ‘No real need is there Bill? We can learn a lot from mother nature, observe the seasons and learn from what went before. Lose the dead wood that stifles your offer. Find where you were once successful and peel away the layers. Observe your competitors and cultivate for the new season.’

    ‘Simply lead by example Bill, observe where you’d like to be and put the plans in place that might best help you arrive. Those dedicated people you have around you will thank you for it and a fresh new offer for Spring may just be the impetus for change. What do you say?’

    ‘Here, have another sticky bun.’ Came the reply.

  • Ambition over Apathy?

    Ambition over Apathy?

    I do have ambition and I know I should have kept the appointment but the temptation to stay in bed this morning was overpowering. It just seemed like the right choice at the time. Besides, my decision didn’t really impact anyone, not the other party anyway …

    imgresThe other party?

    I had thought the ignored appointment will keep until ‘next time.’ They are my friends, I can pick up the business when we next meet. Anyway, they know I’ve a tendency to lie in from time to time …

    Next morning was difficult. I’d had a sense of feeling ‘down.’ I’d become distracted by guilt, felt depression moving over me. The realisation that I’d let friends down the morning beforehand had created a feeling of being ‘lost.’

    I could simply ignore it (this feeling,) but how? This is not ambition, it is the alternative, it is what I have become… I am a disappointment to myself.

    A disappointment.

    We are what we practice.

    I do have ambition and I am determined to initiate change. What is it I want for myself? Is it the same for my fledgling business? How can I attain the level of credibility (for both) that I aspire to.

    Change. I need to change my habits. I know people can help me – those with a level of commitment that I have yet to experience. I must learn from them, listen and learn to develop and to initiate change.

    If I do not change then I know I shall continue to disappoint others, myself and my sense of hopelessness shall prevail.

    ambition-is-the-path-to-success-persistence-is-the-vehicle-you-arrive-in

    Positive thoughts lead to positive actions.

    A small adjustment to my lifestyle and a change in habit have helped. I am engaging people who are in charge of their destination who in turn offer me my own direction. This is a path to becoming a thought leader within my own space – as opposed to a follower, driven by what others perceive me to be.

    I do understand that this is the path. It is achievable through positive people, personal benchmarking …

    Practice change to realise there is a move from apathy to ambition.

  • Follow in the footsteps

    Follow in the footsteps

    It wasn’t a planned stay, we happened to react to an invitation – perhaps because we were at the right place/right time, we were available. Our hosts here in Broome were planning on a 4500km road trip next morning to Brisbane and were looking for a house-sitter:

    “Here you go Charlie, take the keys. Look after the house for us. The spare car is yours and the ‘cold ones, are in the fridge!”

    Next morning, at dawn Gail and Rob disappeared Eastbound. I can vividly remember standing on the drive … ‘next time.’

    Broome lies 1500km North of Perth, has a residential population of around 15k, swelling to three times that during the Tourist season of which we were the latest two. After a couple of days we’d had enough of the beach life and the understated hospitality when dear wife decided that now was a good time to apply a little ‘retail therapy.’

    The local Mall, accompanying traders and souvenir shops had been assessed and quickly dismissed as ‘nothing special’ and as we put the feet up and away from the afternoon sunshine plans were being laid for an alternative ‘therapy.’

    Then a voice from the other side of the fence …

    ‘You need to visit Maeve. Maeve and Dave, just down the road!’

    Our ‘neighbour’ had overheard our conversation and suggested there may be a suitable spot to visit, ‘just down the road.’

    Helpful she thought. Nosey I’d suggested. So with about 40 minutes drive in mind, we made plans for the next excursion.

    We set off early, the mercury was at 30 degrees celsius and climbing with the only obstacles anticipated being a diversion past the local crocodile ‘refuge’ and the mandatory hostile farmer … we eventually found our way.

    More a homestead than a retail destination I climbed out of the car and proceeded to assist Mrs K … just as baying hounds were heard and observed, galloping single-mindedly straight toward us.

    images

    With much fuss we soon found out these hounds were more a welcome party as we were soon introduced to Dave, perched high on the veranda with a big smile and a very welcome ‘cold one’ already on offer.

    My wife continued through the door and was immediately browsing. ‘This is nice ..’

    ‘Be with you in just a minute ..’ came a voice.

    ‘That’d be Maeve?’ I asked.

    It was some ten minutes before Maeve appeared, by which time Dave and I were indulging a second ‘glass.’ Sue and Maeve had themselves struck up an understanding over a favoured Chardonnay and I clearly noticed that dear wife had now progressed from ‘browsing’ to ‘selecting.’

    We spent time with the lovely Maeve and Dave. Sue was happy and as we proceeded to move toward our ‘wheels’ I couldn’t help but ask …

    ‘How did you manage to have the dogs offer such a unique welcome?’

    To which Maeve replied:

    ‘Our dogs know that customers keep them fed. Our dogs offer a welcome to each car and guide them to the house … in exchange for their favoured snack of the day of course.’

    ‘Nice touch.’ I thought to myself.

    We said our goodbyes and headed back to Broome and couldn’t help but discuss what we’d experienced.

    Maeve and Dave had moved out of the ‘city centre’ some years before. Their aim was to provide a service that offered more. A customer ‘journey’ – literally.

    Not budget. More exclusive with ‘bells on’ and with the added value. The offer is quality, it’s unique and it’s hand-in-hand with exceptional customer service together with their own ready made referral source …

    ‘you need to visit Maeve …’  I recalled

    Personal recommendation. Nothing beats it.

    Some weeks passed when Sue and I returned home from our visit to West Australia.

    The usual post covered the hallway and amongst it all I noticed a postcard. It was from Maeve and it read:

    “ Dear Sue and Charlie …

    Thank you for coming to visit, we really appreciated your custom, lovely to meet you.”

    regards Maeve, Dave.

    To understand where we should position ourselves in business we need to observe. Observe what it may be our customers really want and work out how we can provide this.

    Follow in the footsteps of our potential customers, then ask:

    Can we confidently refer our own business?

  • Routine and the glittering prize …

    Routine and the glittering prize …

    Living by the coast I spend much of my spare time along the shore-line. The combination of energy by the sea, oxygen in abundance, the space, solitude (apart from the dog of course,) are a great combination for inspiration.

    I like to scour the shoreline for sea-washed glass. Just fragments of colour glistening amongst the sand and pebbles. The sunlight catches them and I’m always tempted to pick them up and slip them into the pocket. It’s become a routine now. You can picture it can’t you?

    The dog bowls off in one direction and I’m stuttering along, picking up pieces of broken treasure in the hope of discovering the best piece yet. Blue is the favourite, then green, yellow, brown. All types of shapes and colour. imgres.jpg

    Much to the dismay of Mrs Kenny (the ‘better half’) I’ve managed to now gather a really healthy collection of ‘pocket trinkets’ that only come to her attention when they somehow manage to confound the spin dryer …

    A little like networking?

    No, not the spin dryer! I spend a good deal of time with my network colleagues, it has become another pleasurable routine. The routine here though is keeping an eye out for the glittering prize of referral, all shapes and sizes of referral.

    These come along through my understanding (like visiting the beaches) that when I’m on patch, when attending The Forum I’ve an opportunity to hear what others are looking out for. How can I help them, where might I find the prize they look for. I’m learning to keep an eye, as well as an ear open for friends I see on a regular basis.

    Good referrals do not come along readily enough for some. Maybe that ‘some’ don’t frequent their patch regularly enough? It’s often the case when people errantly declare“networking doesn’t work for me.” Of course these are disappointed, perhaps because they have yet to educate others as to what it is they seek.

    Make the networking routine, embrace the structure, the opportunity of picking up the not so perfect and understand that we are learning from the not so perfect, training our senses for the time we recognise and reach for the glittering prize.

  • Refer you?

    Refer you?

    So here’s the scenario…

    ‘Looking forward to seeing you at conference Tim.’  Says I.

    To which Tim’s reply was … ‘Hey, yeah but sorry I cannot make that date now, I need to be elsewhere and I don’t want to let them down.’

    Let THEM down …

    Most of us understand that the best kind of business is the type that has been warmed up for you. Introductions to the possibility of new business already made by a colleague or friend, they’ve ‘put the word in,’ you’ve been recommended, introduced by testimonial. Call it what you like.

    Like to be referable?

    There is no shortcut to becoming referable. We have to earn that. Some would say we need to have at least the following three things in place.

    Be able. Yes, the prerequisite in the world of business is . You need to be capable of performing the challenges and responsibilities you take on. You should do as you say you shall. Follow through on promises, be … dependable. If you are sloppy, tardy, or unskilled, you cannot expect existing clients to help you gain new customers, only for you to disappoint.

    Be the most remarkable. Not the alternative … that’s no kind of endorsement. Referrals come through providing an exemplary service by being reliable, by surpassing expectations and by having a great attitude. It’s about ensuring your customer has every reason to offer the recommendation.

    Be transferable. It is essential for refer-ability. Do you have a punchy, one-sentence summary that creates a memorable picture in the mind? If not, make it a priority to develop one and build any future presentation around it. Make sure it appears on your web home page, on the blog and on the email signature.

    What about being sociable? Yes, social (media) can, of course, help us, it can ‘like’ how good we are, ‘tweet’ and ‘share’ how fabulous our business is, but we first need to be person-able, remarkable, and transferable to become referable.

    We need to earn it.

  • Passion, desire, trust

    iu

    You know it, passion beats desire any time.

    Combine the two though? Now that’s special.

    To my mind the greatest attribute anyone an demonstrate is passion, in business or otherwise.

    In business the lack of passion means results are a slow burn, your credibility also. Have you ever thought why the larger organisations put so much time in cultivating the culture of corporate passion in their people?

    Passion and desire are contagious. To share your passionate side in business shows the audience your best asset. Transfer the desire for your passion in their psyche and you shall be rewarded.

    I’ve seen many would be business cultivators come along to our referral network with a clear desire for success, it’s written all over their initial enthusiasm. They know that there is ground work to be done and there is clear intent as they listen for the opportunity, but so often the desire for early business brings disappointment as they come to realise they’re missing that vital element during the one to one engagement.

    Passion and real desire gets you all.

    Respectability, trust, engagement, recommendation

    and referral…

    not to mention value.

    It’s all very well having the desire to grow the business by quickly fulfilling the order book – and it happens of course, but the early ambition is soon quelled when those in a true referral network see you simply as … frantic, a hunter for business.

    Show people what you desire for your business, share your vision and your plans and how these can help them. Demonstrate what they can expect from you and through working with your business over the long term.

    Allow your audience to refer you and what you value in confidence.

    After all, it’s your reputation you are building …

  • Community and the bad apple

    Community and the bad apple

    I had the great pleasure recently in establishing the foundation of a really vibrant business community.

    We’d been building this ‘Community’ for some time. All diverse professions getting to know each other. Developing the trust that comes with the relations that leads to business.

    We had our share of passing casual interest of course and more than a few preferring occasional engagement. You know, those looking for the quick-fire business although not really keen on the commitment to regular engagement. Simply coming along to ‘steal’ an opportunity.

    Community after all, is not for everyone.

    So it came to the day when we closed the doors to those with a ‘passing interest.’

    ‘Why not come back when you wish to commit to becoming an active part of our network?’

    I’d suggested that our aim should be to protect the confidence developed over time with the participating businesses within a trusted community.

    The decision generally went down well. There were offers of support from different quarters (you know who yer mates are,) together with a prevailing feeling of ‘ownership.’

    The first hint of unrest came from the long term occasional visitor … the so-called ‘regular casual.’ He’d been visiting (between holidays) when it suited him for some time. Very comfortable he was. Until now …

    ‘I never knew there was a need for regular engagement opposed to occasional attendance. So what’s the difference?’

    Really? A comedian here surely. This guy is far too comfortable … (thinking to myself.)

    Another similar bleated … ‘No, not happy, I am in the process of ‘passing the business on’ and wanted to introduce the new owner to the network.’

    Bearing in mind the above person was last with us three months prior it seemed to me that now was a good time to sever further engagement. After all, how could I offer validation or testimonial to a business I knew nothing about?

    There are some who say it’s good practice to stand back and assess the direction of business … I believe it’s absolutely essential. The consequences of overlooking the ‘bad apples’ in the batch can be devastating.

    Not only for your network and your community but for your own reputation.