By Wayne O'Neill
In the athletic world, you win by crushing your opponent. But in the business world of cross-cultural negotiation and global economy, you win by learning secrets from experts. Here are nine secrets for negotiation from Dr. Karen Walch, professor at Thunderbird School of Global Management who specializes in international negotiation, cultural competencies and the global market…
By brendacray
The connection between sales and top-line growth appears to be simple right…sell more and your business grows more. If you are in deal-chasing mode and not into a cycle of building sustainable accounts, growing your company might not be so simple. An interesting article was brought to my attention this past week, “Solving the Sales Conundrum” (INC. April 2012). Jeff Hoffman, founder of MJ Hoffman and Associates and a teacher at Harvard and MIT, emphasized the old marketing principle called AIDA – or attention, interest, desire, and action. According to Hoffman, “No matter what you’re selling, you have to guide a prospect through each phase, and each one requires a different focus, a different language, and a different strategy.” Using a different strategy is a fresh approach to business development…
By Kevin Cray
Everyone knows that social media use is booming right now, but how do you know whether you are spending your time wisely and producing provocative information that people actually pay attention to? We have found 2 amazing companies that have created tools (that are free as well) to help you measure the value of your brand in social media: HootSuite and Klout…
By Wayne O'Neill
Have you ever wanted to draw a line with people in your life and say “Do NOT cross this line!” On the other hand, have you ever had to cross the line or work around someone’s boundary in order to make progress in a relationship, business and organization? How can you set healthy boundaries and also maneuver around boundaries without destroying relationships personally or professionally?…
By Wayne O'Neill
Building a cohesive, productive team is challenging. Even the best teams struggle to improve effectiveness. Some teams have individual team members who are excellent in their own silos, but are not that interested in working as a team or achieving team goals. How do you get them to look to the forest beyond the trees? Other teams have weak team members who don’t pull their fair share for the team and lack genuine teamwork. How do you move a team from dysfunctional to productive?
By Wayne O'Neill
How can the rising percentage of women executives benefit your bottom line? What do women executives do differently that positively affects the bottom line for organizations? According to the U.S. Bureau of Labor Statistics, 43% of management, business & financial operations executives are women. Understanding gender differences in management styles can benefit your bottom line…
By brendacray
The healthcare system across the country faces challenges on multiple fronts, including rising costs and questionable quality of care. With the upcoming deadlines for meeting Meaningful Use criteria and federal Accountable Care Organizations information technology in healthcare, especially electronic medical records (EMR) has the potential to improve the efficiency and effectiveness of health care providers…
By Kevin Cray
On April 3, 2012 the Wayne O’Neill and Associates’ custom software received a pivotal upgrade that integrates Box.com with the WOA Dashboard. This will allow our clients to be able to view client intelligence documents that the WOA team has gathered over time that support the way we think. The documents that will be integrated will enhance a big part of our process, which is managing business and political issues of your target clients…
By Wayne O'Neill
When things aren’t working, change needs to happen. For change to happen, someone has to act differently. That sounds simple. The challenge is first to figure out what to change and then to motivate people to want to start behaving in a new way or to move in the new direction that you want them to go. You can announce changes. You can explain how the changes will take place and why they are important, but if you can’t motivate people to actually change, you will meet resistance or failure. By applying the change management concepts similar to what is presented in the book, Switch: How to Change Things When Change is Hard, by Chip Heath and Dan Heath, we have found counterintuitive ways to help our clients make transformative changes successfully.
By Wayne O'Neill
Have you ever unknowingly sabotaged your own ability to build trust and loyalty? You are not alone. This happens in relationships and in business. Left untouched, these failures can lead to losing your business or your relationship. Implementing these powerful practices at pivotal moments can transform fears into triumphs, trust and loyalty.
