An experience all chemical engineers (ChE) share is the variety of reactions they get at parties: “You’re a chemist? You destroy the environment? You have a life outside of crunching numbers? Or perhaps the reaction is the inevitable eye-glazing and quick transition to the weather. Occasionally, one meets a person who knows a ChE and their reaction is something more along the lines of, “So, you’re a smarty pants.”Read the rest of this entry »
How ChE Prepared Me for Business (and How It Didn’t)
Most engineers I knew in my MBA program went into finance. It’s not too surprising: you need to be analytical and highly skilled in Excel. Our academic cousins in Physics were applying differential equations at Long Term Capital Management (the case study for “math gone wrong”) and prior to the housing crisis Wall Street was even hiring engineers without their MBAs (article). But there is a difference between finance for the Street and the finance used to drive operations. We’ll focus on the latter and how it ties into our fundamental building block for ChE: The Material & Energy Balance.Read the rest of this entry »
FOSAMAX FOR SALE, We started off this series talking about cognitive efficiency and how perceptions and snap judgments become the foundation for what we believe. I used to think that a ChE background was fraught with misperceptions amongst the wider business audience, but, FOSAMAX long term, surprisingly, FOSAMAX wiki, marketing has the same issue. What is marketing. You can ask 50 people and get 50 answers, cheap FOSAMAX no rx, with the most common being that marketing = advertising. Where can i buy FOSAMAX online, Advertising, social media, and sales, is FOSAMAX safe, are all marketing tactics, Where can i order FOSAMAX without prescription, but marketing strategy is about figuring out what needs people have (market research), designing a product to meet those needs (product management), and creating some awareness with that audience about your offer (marcom), purchase FOSAMAX online no prescription. I had the opportunity to get to know a chief marketing officer of a former Fortune 500 company, and over coffee one day we came up with the following:
“Marketing is the art and science of acquiring and keeping profitable customers.”
So, what does this have to do with ChE, FOSAMAX FOR SALE.
Back to the M&E Balance
Remember that companies follow the differential financial balance:
Δ$in - Δ$out = Δ$Accumulated
This applies to marketing in two ways:
Δ $in = Net new revenue from:
(a) new customers
(b) existing customers purchasing more services/products
Δ $out = Net new spend from:
(a) acquiring new customers
(b) keeping the customers you have
the art of marketing is using as much science as possible (versus just gut) to maximize Δ$Accumulated. About FOSAMAX, Contrary to popular belief, marketing success is not solely driven from advertising (as implied by this recent NPR article), FOSAMAX used for, but from applying resources to both acquiring new customers and keeping the ones you have. Rewards programs are examples of customer retention costs, Buying FOSAMAX online over the counter, direct sales force salaries/commissions are examples of customer acquisition costs, and product development is a cost of both customer acquisition and customer retention. All of these activities are marketing tactics, is FOSAMAX addictive, but the strategy behind marketing can be tied to the M&E balance: who do I go after, FOSAMAX trusted pharmacy reviews, with what, and how, in order to maximize Δ$Accumulated, cheap FOSAMAX.
Advanced M&E: application to an industry
An analogy I’ve used when describing the M&E balance is filling a leaky bucket with water. FOSAMAX FOR SALE, As long as I’m filling faster than the hole is leaking, the water level in the bucket is always rising. FOSAMAX description, Savvy investors and analysts have been paying attention to Facebook’s leak rate as an indicator of future success (article). All companies have customer leaks, and if they can’t reduce your leaks (“churn”) they'll end up in trouble, buy FOSAMAX from mexico, as did the pre-Cingular-merger AT&T. FOSAMAX dangers, Before AT&T was the preferred iPhone vendor, it once had a reputation for two things: great deals but poor customer service (including coverage). AT&T was actually the first to market with an “all you can eat” voice plan for $99/month, online buying FOSAMAX, but this deal couldn’t stop up the company's leaks. The rate at which customers were leaving AT&T was outpacing the number of customers its was acquiring, FOSAMAX FOR SALE. Order FOSAMAX from United States pharmacy, In an industry where it's critical to have a large stable customer base to maintain revenue streams, a negative ΔCustomersAccumulated made their mobile business untenable, causing the company to leave the market until its later acquisition of Cingular (article), buy FOSAMAX online no prescription.
Why did this neglect of the customer base happen. FOSAMAX samples, Various reasons, but a very human reason is that new customer acquisition is fun and sexy, and feels less like finance, buy no prescription FOSAMAX online. For an executive team without an appetite for operations or market research, Japan, craiglist, ebay, overseas, paypal, a focus on customer retention could easily fall to the wayside. FOSAMAX FOR SALE, Where the ChE background provides value is the balanced perspective that you don’t get something for nothing. Customers that you are trying to keep, as well as the new customers you are going after, FOSAMAX reviews, are going to need resources. FOSAMAX gel, ointment, cream, pill, spray, continuous-release, extended-release, Once you’ve decided to maximize your financial balance, you can use the scientific method to segment your potential customers and help them meet their needs, based on the resources you can bring to bear, rx free FOSAMAX. Is this starting to sound like process control. It should, as we’ll talk about that next.
Can you think of other examples where the scientific method applies to your new understanding of marketing.
Photo: Robert J.Pennington, www.rhizomeimages.com.
©2011 Arkan Kayihan, used with permission
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BUY ANSIETEN NO PRESCRIPTION, Once, when designing and implementing a direct marketing program for a startup, the CEO took me aside and said, “Marketing is all good, but most former engineers I know were meant to be future COOs.” This makes sense; operations are the engine under the hood of any company. You only notice when it purrs like a high performance machine or when it’s broken; if it just works it’s easy to forget how much effort and coordination it takes to keep that car running, ANSIETEN no rx. ANSIETEN overnight, Engineers are well suited to be the “get-it-done” corporate mechanics and ChE provided an excellent background for ops.
So, ANSIETEN forum, ANSIETEN price, what concepts from ChE and related disciplines come in handy for business ops.
- Process Control/Improvement
- Design of Experiment
Process Control/Improvement (PI)
I recently went to a mixer at the University of Washington for current ChE grad students to meet with alumni in industry, ANSIETEN without a prescription. People were surprised I made the transition to business and especially when I mentioned that my ChE thesis was in process control, BUY ANSIETEN NO PRESCRIPTION. Online buying ANSIETEN hcl, “Oh god,” the reaction would typically begin, where to buy ANSIETEN, ANSIETEN mg, “All I remember is all the Fourier & Laplace Transforms and I lost interest.” This was disappointing, as Process Control/Improvement is one of the most useful concepts I learned in ChE and one that I’ve been able to apply time and time again in business, ANSIETEN description. Cheap ANSIETEN, A central Buddhism tenant is that suffering comes from struggling with what is (article). Much of our lives are spent trying to enact change, ANSIETEN from canada, Where can i cheapest ANSIETEN online, and process control (in practice) lays out the perfect framework:
What you hope to effect = what you have control over + what you don’t + what you don’t even know
Controlled Variable (CV) = what you hope to effect
Manipulated Variable (MV) = what you have control over
Disturbance Variable (DV) = what you don’t have control over
CV = f(MV,DV) + unknown
Process Control is really about improving what you have control over and understanding what you don’t have control over, discount ANSIETEN, ANSIETEN samples, given your resources. Remember our AT&T case from last time, ANSIETEN coupon. BUY ANSIETEN NO PRESCRIPTION, Customers were leaving due to poor customer service. Buying ANSIETEN online over the counter, Better plans didn’t affect customer retention, so it would have a negligible effect on churn, order ANSIETEN online c.o.d. Online ANSIETEN without a prescription,
Design of Experiment (DOE)
Before tackling any project, it’s worth using Design of Experiment to validate: “Do the resources and levers I have at my disposal have any effect on changing my Key Performance Indicators (KPIs)?” Let’s say I want to increase revenue for my wholesale distribution system, ANSIETEN schedule. ANSIETEN gel, ointment, cream, pill, spray, continuous-release, extended-release, Using the marketing material balance:
ΔCustomersin - ΔCustomersout = ΔCustomersAccumulated
My customer retention could be better, so I’ve asked a multidisciplinary team to brainstorm on solutions:
- Twitter / Facebook campaign
- Account management practice
- Quality control (on-time & error-free delivery rates)
- Product offerings
Our firm has multiple levers at our disposal with varying degrees of:
- Time to implement
For example, ANSIETEN pictures, Where can i buy cheapest ANSIETEN online, I could quickly implement a Twitter campaign, but do wholesale distribution partners really use Twitter to decide whether or not they maintain a working relationship, ANSIETEN cost. ANSIETEN canada, mexico, india, Asking these questions (DOE) and stack ranking all of your levers based on effectiveness (PI) are key in an increasingly cost-sensitive and analytic business environment. Don't let the cry of "analysis paralysis" deter you, as you aren't engaging in a 10-year longitudinal study, BUY ANSIETEN NO PRESCRIPTION. It’s better to ask the question and do the research necessary to answer the question before spending time and energy on sub-optimal solutions, buy ANSIETEN from mexico. Much of the work in business is around enacting change. A recent buzzword is being a “transformational agent,” where you are expected to lead in an environment where you need to make decisions to make the best use of your resources.
Typical CVs & MVs in healthcare are patient outcomes and revenue (CVs) to staff and patient beds (MVs). BUY ANSIETEN NO PRESCRIPTION, If you hit a bottleneck, hire or build. In an increasing competitive and cash strapped environment, these are fewer available MVs (article). Process control teaches us that MVs can number 1 to n with varying degrees of bang for your buck. Creativity, innovation, “boot strapping” (a favorite venture capitalist & entrepreneur term) can come from asking the question“What can I do with what I have?” or “What MVs do I have at my disposal?” Your CVs become your strategic objectives and your MVs are the resources that you can bring to bear that can actually make a difference in your CVs.
Most engineers in business school find that if they could understand systems of differential equations in undergrad, business analytics should be quite easy by comparison. The analysis techniques I most frequently use for my clients in industry come from the following core topics:
- Statistics [is this data meaningful?]
- Multivariate analysis [how do I use data to predict behavior?]
- Time-series analysis [how does behavior change with time?]
- Optimization [how do I maximize KPIs given constraints?]
If you have a firm grasp on how to use these concepts, your analytical confidence will be one of the most empowering tool kits you can have at your disposal, BUY ANSIETEN NO PRESCRIPTION. The most important lesson I learned from Purdue when writing my master’s thesis and preparing my research for publication was learning how to deconstruct the work of others and then apply the same critical lens to my own work before it ever sees the light of day. The only way to discover the truth behind “lies, damn lies, and statistics” is to be able to take outside analysis to task and deconstruct others’ work.
Engineers are trained to solve problems, making them ideal “get-it-done” corporate mechanics. Industrial engineers get specific training for business operations, but ChE training provides the analytical skills that rounds out our invaluable tool belt. BUY ANSIETEN NO PRESCRIPTION, Need to solve an ambiguous problem using an analytical framework while staying within resource constraints to maximize NPV. No problem. Attributing ChE benefits only to creative analytical problem solving would be too easy, so we’ll next talk next about what you inherently learn from being a ChE that isn’t explicitly part of any curriculum.
When have you used your ChE background as a corporate mechanic.
Photo: Robert J.Pennington, www.rhizomeimages.com
©2011 Arkan Kayihan, used with permission
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HERBAL XANAX FOR SALE, I was recently part of a peer-interview training course given to mid-level nurses. The question came up of what core attributes our internal consulting team looked for in an ideal candidate. The top three attributes were confidence (being able to think on your feet), HERBAL XANAX dose, professionalism, Get HERBAL XANAX, and a commitment to excellence. After spending some time considering the personal bias in these aspirational attributes, I realized where they originated, buy HERBAL XANAX without a prescription. As a caveat, HERBAL XANAX long term, this series entry, (as well as the final entry of this blog series), will be more subjective than the others, taking HERBAL XANAX. My perspective is that of a ChE who went to specific academic programs and worked at specific companies, so it is certainly not all-inclusive, but the point can be made to how top-tier ChE education and experiences can be brought to business, HERBAL XANAX FOR SALE.
At the time, HERBAL XANAX for sale, my undergraduate institution was particularly concerned about two issues: avoiding any appearance of grade inflation versus other departments and institutions, and there were too many undergrads trying to be engineers. These two items formed the culture and expectations of our formative training: “You want to be a ChE? Then you need to prove it to us continuously until you graduate.”
You weren’t allowed to declare a ChE major until the program accepted you in your third year, ordering HERBAL XANAX online, and being accepted did not guarantee you a degree. Where can i buy HERBAL XANAX online, The same expectations were set in grad school as well. ChE faculty were not shy about giving out failing grades for senior design, forcing students to delay graduation for a year, HERBAL XANAX used for, or giving Cs or Fs in graduate school. HERBAL XANAX FOR SALE, This boot-camp culture was meant to toughen us up as future professionals and, if you survive Quantum Mechanics & Systems of Diff Eqs on 4 hours of sleep, give you the confidence to handle anything thrown your way. Where to buy HERBAL XANAX, There was a direct marketing lecturer in business school who made it a point to take students to task, publicly call them on their assumptions, and expect more from them than they were capable of delivering, HERBAL XANAX no rx. This approach is bound to polarize student opinion, HERBAL XANAX price, but many of my classmates were in love with the hard-ass demands made upon them and the public humiliation brought to unprepared students. This simply reminded me of the “present to the ass-in-the-room” informal training we received from undergrad ChE. Our faculty were notorious for poking holes in our work: “Did you consider this?”, HERBAL XANAX from canadian pharmacy, “Justify your assumptions—why should I believe you?”, HERBAL XANAX pharmacy, and “Did you thoroughly research all your options?” There was no cushioning of blows, especially in public presentations, so you had great incentive to prepare with the thought: “How would I present my work given that there is someone in the audience who will tear apart my work in a very personal way?” I’ve been told on good authority that law students have similar standards when they are preparing for presentations, online buy HERBAL XANAX without a prescription. You can’t predict and plan every response, but this training has been invaluable when presenting to large audiences or senior level executives, HERBAL XANAX FOR SALE.
There was no formal professionalism training in my programs, HERBAL XANAX from canada, but there were incredibly high expectations set on ChEs by faculty and employers. Engineering was one of the few undergrad disciplines where college interns were paid at professional rates. In exchange, is HERBAL XANAX safe, we were to produce professional-level outcomes and behave as a full-time employee when interning. HERBAL XANAX maximum dosage,
These expectations were reinforced by consulting, where we were expected to justify our billing rate by providing better service than what our clients were used to. The standards were similar to my friends who grew up in the Big-5 (in which I’m still including Accenture):
- Be early for your meetings
- Dress professionally
- Be prepared and thorough
- Under-promise and over-deliver
Because our work could affect lives and eco-systems (link HERBAL XANAX FOR SALE, ), ChE professionals just tended to take everything even more seriously.
Commitment to Excellence
With such high stakes, herbal HERBAL XANAX, it is not surprising that environment and expectations led to a commitment to excellence and the expectation of excellence from others. Discount HERBAL XANAX, The tolerance for sub-par work or complaining was pretty low and so, like a genetic trait, this expectation was passed along to us, HERBAL XANAX dangers. Being a traditional consultant means lots of travel at a moments notice, HERBAL XANAX without prescription, and you live at the whim of your client’s needs.
Many ambitious working professionals live out of their suitcases sacrificing time with friends, family, order HERBAL XANAX from mexican pharmacy, and loved ones. The main difference with traditional management consulting, versus much of the consulting we did as ChEs, involved working nights and weekends, HERBAL XANAX FOR SALE. HERBAL XANAX recreational, If a pulp mill or oil refinery runs 24/7, you can bet that a ChE has spent his or her share of graveyards and weekends working in hazardous environments. Although complaining wasn’t tolerated, HERBAL XANAX class, there is nothing like getting a group of ChE’s together in a room to identify what isn’t working well. Our work was picked apart, so we learned this deconstructive approach as well: “We aren’t being negative. We are trying to make things better.” Many ChE’s had the following mantra: “If I don’t say anything, it means you’re doing good work. HERBAL XANAX FOR SALE, If you weren’t, you’d hear about it.” This might have been a negative reinforcement technique that worked to drive change with engineers (as we wanted to avoid the public humiliation and resulting lecture) but, as I found, was not culturally normal behavior.
My wife used to cook when we first got married, and I found myself using the “I’ll only comment when it’s broken” engineering approach when providing feedback. I’m sure you can imagine how well that went. Next time we’ll finally approach the subject of what was lacking in my ChE training and how I made up for it in my career in consulting and business.
How has your experience in ChE given you professional perspective.
Photos: Confidence pose and handshake, istockphoto.com; burning stack, Robert J.Pennington, www.rhizomeimages.com;
©2011 Arkan Kayihan, used with permission
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Civil & Mechanical Eng: Frat boys of engineering (from the frequent departmental keggers—the rest of us were just jealous)
Electrical Eng: gEEks (taken verbatim from a departmental t-shirt)
Industrial Eng: Imaginary Engineers (for taking more econ than thermo)
Aeronautical Eng: Astronaut hopefuls (from being called "rocket scientist" too many times)
Chemical & Bio Eng: Know-it-all walking dead INTESTINAL FOR SALE, (from our hubris & lack of sleep)
Despite the departmental ribbing, we all had one thing in common: a desire to understand how the natural world worked. This desire to understand cause and effect is what makes the first deficiency in our background so interesting. Herbal INTESTINAL, The one type of cause and effect that is not mandatory in our curricula affects us everyday in our professional setting and, I would argue, plays more of a role in our ability to effect change: the cause and effect of human behavior, INTESTINAL price, coupon.
Why people behave the way they do affects our daily lives. INTESTINAL from canada, Human behavior and motivations drive the reasoning behind why some projects are funded and supported and why others, despite sound scientific basis, are not. There is certainly some randomness behind our behavior, INTESTINAL pics, but stochastic processes and dealing with the gray are nothing new to engineering. Given that human behavior can mean the difference between project success and failure, it is important to ask why the study of motivation is not part of our core training, INTESTINAL FOR SALE. Cheap INTESTINAL no rx, Perhaps it’s in how it’s sold.
My MS thesis had to do with applied math and cognition. The psychology grad students used to joke, INTESTINAL recreational, “Psychology is about the study of rats & dreams.” Good luck getting a practical application-minded engineer to get too excited about that. Order INTESTINAL online overnight delivery no prescription, But any self-aware engineer will quickly discover upon graduation that a one-size-fits-all to professional engagement doesn’t yield good results. INTESTINAL FOR SALE, It wasn’t until being exposed to technical communication and consumer behavior that I felt I had the tools to address this.
Persuasion & Motivation
The most useful course I took in all of undergrad was Technical Communication I & II, where I learned two mantras:
- “Know & speak to your audience”
- “Managers have 6th grade reading levels & 3rd grade attention spans – communicate accordingly”
The importance of these two quotes leads to why we communicate at the workplace: to convey ideas in order to influence others and ultimately achieve goals, where can i find INTESTINAL online. These two quotes were my introduction to performing an analysis of my stakeholders before approaching them. After INTESTINAL, Tailoring your message to your audience based on their background, education, and hobbies is about a powerful influence tactic of likeness (link here), INTESTINAL alternatives. Studies have shown that if someone is like you, INTESTINAL australia, uk, us, usa, you tend to like them more: “You speak like me and think like me, so I like you too.” The one-two combination to using likeness is motivation. Understanding stakeholder motivation is imperative in influence because you are trying to create a mutually beneficial situation for two parties: “You understand my needs, and you’re trying to meet them – I like you even more.”
I recently presented some organizational change tactics, which included influence methods, to a group, and I was asked the question: “Does it seem manipulative to use psychological persuasion techniques to drive change?” My reply, “It depends on your motivation and the delivery.” People have a good sense of when they are being used, INTESTINAL FOR SALE. I used to work with some direct sales staff who would pull out all the stops for a new client: send birthday cards, INTESTINAL without a prescription, ask about all of their children by name, INTESTINAL long term, send them small gifts. And as soon as they close the sale…silence. You can image how the client felt when we showed up on site – something similar to a jilted lover, INTESTINAL mg. You can respectfully motivate by really studying behavior.
Consumer BehaviorINTESTINAL FOR SALE, Rats and dreams were my first exposures to traditional psychology, and given the nature of our exposure to introductory undergrad courses, it’s not too far off. Order INTESTINAL from mexican pharmacy, It's not until you get to grad level social science courses that you really get exposed to the applied. If we could summarize some key social science courses:
- Psychology = I drive my behavior
- Sociology = Culture drives behavior
- Econ = Only incentives drive behavior
- Ecology = Only survival drives behavior
- Social Work = Doing the right thing should drive behavior
So who’s right. Taken separately these aren’t holistic approaches and it's certainly not practical for an engineer to be an expert in all of these concepts, where can i buy INTESTINAL online. If you take a 30K foot perspective, INTESTINAL samples, all of these social sciences are right: many things drive our behavior and they are predicated by
- who we are
- our background, and
- our access to resources.
A nice way to look at what drives us from a motivational perspective is Maslow’s Hierarchy of Needs:
Without our basic needs being met, like food and shelter, doses INTESTINAL work, it’s hard to focus on self-actualization. A basic question engineers tend to ask when exposed to new concepts is: “How do I use this?” This is why consumer (and corporate) behavior (marketing research & strategy) resonated with me personally. The corporate equivalent of using Maslow's Hierarchy is: "If I'm worried about getting fired, why should I care about doing the right thing for our customers?"
Consumer behavior marries many of these concepts by acknowledging that many things drive us, and it is up to the marketer to use (ideally) the scientific method to determine what tactics to use to drive behavior:
- Marketing = acquiring and retaining profitable customers
- I need these customers to buy my products & services, but how, INTESTINAL FOR SALE. Purchase INTESTINAL online,
- Slash prices
- Figure out the needs of the consumer and address them in a relevant way
- How do I keep customers coming back. → Solicit feedback
There is a framework for how people go through decision making before making a purchase, or deciding to change behavior: AIDA
- Awareness: before I buy a product I need to be made aware of it
- Interest: now that I know about a product, INTESTINAL coupon, why should I care?
- Desire: how do I go about getting this product?
- Action: purchase
Your job as a marketing strategist is to lead people through this process. INTESTINAL overnight, What makes people interested or excited about an idea. It depends on who they are and what their needs are. INTESTINAL FOR SALE, The same AIDA framework can be applied to project proposals or implementing any process improvement, not just for sales, as they aren’t buying a product, but rather into your proposal. You can’t lead a person through AIDA unless you understand them, INTESTINAL over the counter, their needs, Buying INTESTINAL online over the counter, and their desires & motivation. And so we’re back to human behavior. So let’s say you do your homework and you understand your client’s needs more than your own, buy cheap INTESTINAL no rx. What’s next. How do I lead people through AIDA, INTESTINAL FOR SALE. INTESTINAL description, The short answer: sales, and that’s what we’ll cover next.
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When I was getting my MBA, ALTACE pictures, our program broke into the top 20 rankings and the school administration and faculty were putting even more focus into the makeup of the students. The dean at the time was impressed with the undergrad business sales students. He remarked that this was a group of individuals who dressed well, knew how to shake a hand, and carry on a professional conversation, ALTACE FOR SALE. He suggested that sales training should be part of the core MBA curricula, ALTACE coupon. I do remember thinking that it would be good training for those MBAs who had never been consultants or in other customer-facing roles. ALTACE brand name, As we described before (link), engineers have high professionalism standards put on them, but there is a lack of formal training in engineering curricula on how to close a deal or make a business pitch, discount ALTACE. So why make the case to have sales training as part of our core training. ALTACE FOR SALE, Corporate survival. Effects of ALTACE,
My exposure to sales was initially out of necessity rather than interest. Being part of a satellite consulting office, and having survived a round of layoffs where all of our account managers were let go, buy no prescription ALTACE online, we consultants were made responsible for filling our own pipeline. Purchase ALTACE online, I started by responding to RFPs, cross-selling to existing clients, presenting at user conferences, order ALTACE online c.o.d, and then eventually moving into a more dedicated business development role that involved partnering with our direct sales team to co-pitch to potential clients. ALTACE no rx, This experience was immensely helpful and brought relevancy to most of the marketing strategies we learned in B-school.
Glengarry Glen Ross is what we typically think of when we think of sales, but sales is truly about giving people what they need and creating mutually beneficial and profitable outcomes, ALTACE FOR SALE. It is also a marketing tactic and there are different flavors:
- Direct Sales: Commission-driven and transactional
- Account Management: Repeat-business-driven and long-term relationship focused
- Business Development: Partnership-driven and involving strategic evaluation of how and where to build business
At Aspen Tech I was part of a new business development team, and our mission was to drive revenue while helping clients address their needs. It quickly became apparent upon engaging more and more with direct sales teams across industries that there are two major categories of salespeople:
- Those who are great at selling themselves, is ALTACE addictive. This is the sells-freezers-to-polar-bears prototype; the people who can sell anything to anyone because they get you to like them. ALTACE natural, The product or service becomes secondary.
- Those who are great at fixing your problems. They figure out what keeps you up at night and help you solve those problems to get a good night's sleep.
The second kind of salesperson has to understand clients and have the engineering mind to solve issues creatively with a combination of engineering and consumer behavior.
Leading a Horse to WaterALTACE FOR SALE, Engineers, like consultants, tend to love frameworks and algorithms. As we highlighted in the last article about human behavior, ALTACE trusted pharmacy reviews, there is a framework for how people go through decision making before making a purchase, ALTACE images, or deciding to change behavior: AIDA
- Awareness: before I buy a product, I need to be made aware of it.
- Interest: now that I know about a product, why should I care?
- Desire: how do I go about getting this product?
- Action: purchase.
AIDA is represented here with an inverse triangle, buy ALTACE from canada, as most sales processes follow the same kind of a funnel. ALTACE from canadian pharmacy, You will start with many more targets at the top, and convert a much smaller percentage at the end. The more effective your targeting and the more geared your pitch and value proposition, order ALTACE from United States pharmacy, the greater your conversion. Where can i buy ALTACE online, The result is a funnel that looks more like a cylinder than an inverted triangle.
“I am not the customer” is a tenant that explains why engineers forget why we need to follow a process like AIDA for any sales effort, ALTACE FOR SALE. I had the opportunity to work with some young civil, mechanical, ALTACE class, and electrical engineers on a clean-tech startup. Online buying ALTACE, What I had missed from working with traditional engineers (non-CS) on a more regular basis was that we all “got it.” We understood why we were developing our product and for what reasons—we tended to be driven by pursuing sound engineering and science to solve a problem. The most eye-opening for my young colleagues, however, was the concept that not everyone shares the same backgrounds and scientific perspective. Just because we are aware and “get it” doesn’t mean everyone else does—and human behavior becomes important again. ALTACE FOR SALE, The first step in selling is just to create some awareness about your product or service. Why do incumbents have an advantage in politics. They are already a household name and don’t have to spend incremental capital to generate awareness. Interest is the next key step, just because I know about the politician, why should I care. What you care about and why is really dependent on who you are and your motivations (see this article). I might be aware and care about an issue, such as healthcare reform, but do I have the desire to do anything about it, ALTACE FOR SALE. If my target doesn’t, how do I motivate them. Some politicians use emotional tactics (more on this here) to drive change. Some vendors use coupons, others use rebates, but the best try to use scarcity and suggest that you can’t live without them. Ultimately we are all trying to make the target audience take action, whether it be to vote, to buy, or even to read a blog.
We’ll wrap up the series next time with some final thoughts.
Photo: Robert J.Pennington, www.rhizomeimages.com
©2011 Arkan Kayihan, used with permission
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DUPHASTON FOR SALE, To be successful in business, engineering, or life, it is important to have balance. As ChEs we focus on how we understand and manipulate the natural world, at the risk of being deficient in some aspects of the human world, no prescription DUPHASTON online. In the last few months I’ve been reminded twice to make sure I start with a compliment before pointing out areas for improvement. Buy no prescription DUPHASTON online, We’re working against our training and culture when we remember to do this. We are expected to succeed, trained to deconstruct, DUPHASTON images, and are shown that mistakes aren’t to be tolerated. But, when you deal with people, only the most secure individuals are not going to take any offense to only hearing opportunities for improvement, DUPHASTON FOR SALE. DUPHASTON online cod, I remember working with sales staff for the first time at Aspen Tech and the first thing I noticed was being thanked for my work. I would love to think that I don’t need encouragement or kudos, but it felt great, order DUPHASTON online c.o.d. Coming from a ChE culture, Buy DUPHASTON from canada, it was refreshing to receive appreciation and acknowledgement for a job well done. Informally I surveyed my colleagues at the time, all high performers, DUPHASTON pharmacy, and we would have readily accepted a pay cut of nearly $10K for a few more “thank yous” sprinkled in throughout the quarter: "Thank you for a job well done", Buy DUPHASTON online cod, "Thank you for spending so much time away from your family", "Thank you for saving that account", etc…
A typical response by many managers to employee recognition is: “Why should I thank my employees for doing their jobs?” or from some of our stodgier ChEs: “I was never thanked, my DUPHASTON experience, why I should thank anyone?” Well, Buy DUPHASTON from mexico, as our moms would tell us: it’s polite, but just as important, it affects productivity and the bottom line, DUPHASTON canada, mexico, india.
Motivation Drives BehaviorDUPHASTON FOR SALE, Managers spend most of their time managing the lowest performers because they take the most effort to discipline. This is at the neglect of the highest performers who are either extrinsically driven (financial) or intrinsically driven (mission). Where can i buy cheapest DUPHASTON online, These intrinsically driven employees are much cheaper to motivate. One of the founders of a major wireless company sat on the board of the business school I attended. Over lunch with the dean he told us how he would sponsor company barbecues and recognition events for his employees, DUPHASTON street price. This wasn’t out of a sense of comradery, but a very calculated move to increase productivity and loyalty, DUPHASTON FOR SALE. What’s the cost of a barbecue and a few thank yous when your workers are less likely to leave and more likely to work harder. Discount DUPHASTON, There are countless studies (A, B, C), doses DUPHASTON work, but one  showed that after implementing a formalized “pat on the back” program, Online buy DUPHASTON without a prescription, a company confirmed first-year savings in a fiber products plant of over $1,600,000, buy generic DUPHASTON, with the largest gain coming via a productivity increase of 14.2 percent combined with a 40 percent decrease in quality complaints. Cheap DUPHASTON no rx, It’s important to note that this was an employee recognition and motivation program (intrinsic) and not a financial incentive program (extrinsic and expensive motivation).
Human behavior drives us; whether we are fascinated by science and analytics or have a more managerial bent, we can’t avoid it, purchase DUPHASTON for sale. DUPHASTON FOR SALE, We certainly have enough pressures put upon us as engineers: we are weeded from the earliest stages in our career development and it takes 5-years to get an engineering degree at most accredited universities. I certainly am not proposing that we increase the course load for our undergrads, Herbal DUPHASTON, but we want to avoid being human-behavior “deficient” because this will get in the way of our efforts in furthering our careers or in driving chemical engineering as a profession. We need engineers to focus on pure science, but can’t neglect behavior education as being too “soft.” Our engineers who demonstrate and aptitude for both hard and soft skills should be nurtured and developed as much as our most brilliant analytic minds, buy DUPHASTON without a prescription.
If we turn the human behavior lens on our own discipline, DUPHASTON recreational, our faculty is rewarded for publishing and fundraising for their labs. Faculty make tenure track ostensibly because they are laser focused on being the best researcher they can be. These same high academic performers often want to groom and develop students who are just like them (likability), DUPHASTON FOR SALE. For many faculty, DUPHASTON from canada, it’s not until they become department heads that the importance of developing future leaders becomes critical to long term success. Rx free DUPHASTON, As department chairs, they are now responsible for relations with the alumni and the external business community at large. Alumni who are management leaders are more likely to be in a position to hire your graduates, ordering DUPHASTON online, have higher salaries that enable them to donate to your department, and have more influence in the business community that affects faculty’s ability to fund raise.
Despite the difference between how we select and reward those who educate our next generation of ChEs and those who can have the most effect on department survival, the ChE discipline would benefit by putting just as much focus on developing the next generation of Jack Welchs as well as Linus Paulings. DUPHASTON FOR SALE, What is the business case for doing so. This series has shed light on how these other skills directly affect our careers and ability to get work accomplished and even the potential impact on the financial viability of our engineering departments. Undergrad primers to human behavior, management, and even marketing would do us some good, whether it is to work on how we market our incredible ChE credentials to the rest of the professional world or just to learn to remember our thank yous with our colleagues.
How do you feel about the marketability of chemical engineers (your perceptions versus what you’ve evidenced).
Photo: Robert J.Pennington, www.rhizomeimages.com
©2011 Arkan Kayihan, used with permission
 Boyle, D. (1992). To employees--`thank' means millions--literally. Supervision, 53(11), 3..
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