Overdrive : April 2008
This page contains all of the articles for this month's edition of Overdrive.
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Rainmakers of long ago were tribe members who could make it rain through certain rituals and special dances. All kinds of people tried to make it rain, but only the lucky ones could artificially induce the precipitation.
In today's corporate world, the rainmaker is the person who, no matter what, brings in tons of sales. Many companies have lots of salespeople, but only a few of them make the big sales. Only a few can make the “Ka-ching! Ka-ching!” cash register sound all the time.
So how do they manage to do it? Is there some kind of secret formula?
In México City, a few of us were inspired by the idea of rainmaking, so we discussed it in our chapter. We decided that we wanted our chapter and our whole organization to grow. More members means more fun, growth, great friends, sharing, learning and once-in-a-lifetime experiences for all of us. So EO-just like any organization or company-needs great rainmakers.
After all our discussion, we invented a new contest called The EO Rainmakers. Together with my great friend and co-Membership Chair, Juan Pablo Garcia, I started promoting our contest. We e-mail a small report to our members each month, which lists the members who have referred entrepreneurs (who later became new EO members). This sparks a lot of competition, and our chapter members sure want to make it rain!
We also have a prize for the three rainmakers who hit the top numbers and recruit the most members. We recognize them at an annual event, and they receive money for their Forum retreat. This is a great way to keep everybody up to date and inspired to keep growing the organization.
I guarantee that every chapter has rainmakers. We just have to encourage them to work their magic.
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Adding quality new members to your chapter brings new perspectives, networks and ideas to our organization. New members can enhance the Forum experience and provide a new pool of future leaders.
So go ahead- be a rainmaker! If you have a client, business associate, supplier or friend who qualifies for EO membership, click the banner below to send his or her information directly to the Membership Chair of any chapter.
If you’ve ever worked in event management, you know how much effort it takes to get a four-day event for 250 people rolling. EO Bombay did a wonderful job putting together the 2008 Regional Integration Event (RIE), where many EO chapters meet annually.
This year’s RIE theme was “Dream Big,” and the speakers were outstanding. Shashi Ruia —who heads up Essar and is estimated at a net worth of US$10 billion—was like a father figure. In a seasoned way, Shashi (pictured at right) explained to his “children” what matters, what to look for, and what to avoid in business and life in general. Another speaker, Zia Mody —a prominent legal consultant and lawyer known for her hard work—described what it takes for Indian companies to acquire companies abroad. She dryly began her presentation with, “Sleep is for sissies!” The most fascinating speaker was the youthful Sunjay Reddy from the infrastructure developer GVK, the company that won the bid to reform the notorious Bombay Airport. I’ve never met anyone like him before. Despite all of the stuff he’s had to deal with—from a hugely complex construction project to the relocation of a slum dweller community to opposing populist politicians—he wasn’t just in a good mood; he spread a contagious enthusiasm to anyone he met that day. He authentically, and without irony, spoke about “a dream [he] is following.” The next morning, after everybody had re-assembled from the previous night’s party with Hollywood film producer Karan Johar, we eagerly listened to Dr. R. A. Mashelkar's lecture called “Innovation – To Make the Impossible Possible.” He was a unique source of inspiration, especially since he is India’s most recognized scientist and an advisor for the Prime Minister of India. Later that afternoon, we ended the RIE event with an exciting ride on a speed boat near the Taj Mahal Hotel. This was my favourite part— our highly esteemed fellow member, Takeshi Izuka, fought the wind, and Mehool Bhuva came to his rescue. We did not fall short of having fun! Thanks to Javed Tapia and EO Bombay for spearheading the event. They generously put all of their time—and hearts—into making this amazing event happen.
Experience a once-in-a-lifetime event like René did— go beyond your own comfort zone and join an upcoming EO regional event. If your chapter is hosting a multi-chapter or regional event, e-mail Carrie Kenady, Managing Editor. She will run the information in future issues of Overdrive.
After a week of planning, I was ready to travel to Kenya, Africa, to assist farmers who were part of a coffee co-operative. The average household in Kenya has eight to 10 people, and they’re all reliant on one acre of coffee beans to sustain them.
My goal would be to provide my business acumen and mentorship directly to the co-operative board of farmers—who represented 5,500 other coffee bean farmers—so that they could get fair prices for their coffee. With eight years of EO membership under my belt and three years on the EO London chapter board, I was armed with all the best practices for what I was about to do. But I had no idea how challenging my week in Kenya would be and how many lives I was about to change for the better.
I got involved with this project through the Lorna Young Foundation of Entrepreneurs (LYFE). LYFE is not a charity; rather, it’s an entrepreneurial drive that’s by entrepreneurs and for entrepreneurs. Lorna Young was a woman who pioneered the selling of fair trade coffee to supermarkets. Fair trade was created to deliver farmers in developing countries a better price for their commodity crops through a more direct relationship with their consumers. LYFE matches successful entrepreneurs with entrepreneurial grower co-operatives across Asia, Africa and Latin America. Its objective is for entrepreneurs in the West to mentor farming co-operatives in the developing world and to offer peer-to-peer learning on how to better run their businesses.
In one week’s time, the Kenyan farmers and I mapped out a more effective business plan and strategized on how to make more money for their coffee beans. It's wasn’t going to be easy, but we made a lot of progress that week, and we’re continuing to make progress today. A friend from EO Singapore, who runs an accounting software company, has agreed to donate software to move the co-op away from paper-based accounting. We also met with coffee roasters in the UK about what would need to happen to buy direct. Additionally, a local college in Kenya is investigating how they can create a course on entrepreneurship and marketing.
I think I have learned more from the farmers than they have learned from me. I have discovered that when you take on a project like this, you have to go back to the business basics. You have to go outside of your comfort zone when you’re working with a different industry, culture, language, country and level of economic understanding. But doing so is completely rewarding. These farmers are happy people, even though their economic situation isn’t great. They’re ambitious and driven. They remind you how lucky you are to have what you have, and they remind you to appreciate your success.
Now, more than ever, is the time to give. If I had waited another five, 10 or 20 years—or after selling my business—that would have been time lost that I could have spent making a big impact on global poverty. A little help goes a long way, and I’m going to continue my involvement with LYFE while still running my own business. As entrepreneurs, we’re built to spot things that others can’t. We’re able to look at a shabby situation and spot the opportunities within it. We’re able to make a difference.
If you are interested in learning more about LYFE, contact Brian Keegan.
Recently, a serious journalist interviewed me over the phone about my Very Serious Business Career. (I say that last part sarcastically, because not much of what I do is serious).
In keeping with my hectic life, I was driving the car, talking on the hands-free device, sipping my soy mocha and petting my little puppy, who couldn't possibly sit as far away as the passenger seat.
The interview was going well. The journalist asked all of her questions while I enjoyed the sun and responded in a Very Professional Manner. The pup seemed sleepy, but then she opened wide to yawn and … threw up on me.
This wasn't just a little spit up, unfortunately. It seemed like the week's takings, and it was all over me and the car's interior.
I remained Very Professional and didn't miss a beat with the interview, but I was giggling inside. Anyone watching might have noted that my facial expression said, “I'm horrified that such a pretty little thing could create such a mess, but it really doesn't matter, because it's not such a big deal, and it's actually quite funny.”
Afterwards, I e-mailed a good friend and told her about the incident. She replied, “Em, that's the thing about you. You always greet every situation and challenge with such joy.”
Her comment came at a time when I'd been thinking a lot about joy. We'd just had T-shirts printed for a group of my Business Chicks employees, who will run in Sydney's “City 2 Surf” race to raise money for a local children's charity. The T-shirts said, “Business Chicks, Joyfully Supporting Kids Help Line,” because that's how we felt about it. It's a joy to do the sort of work we do-Business Chicks is the leading community for women in business in Australia-but then again, we don't even consider it work because we love it so much.
People ask me all the time why I'm perpetually happy, and the answer is because I love what I do. I've figured out what I'm really good at and worked out a way to make it into a business. There's no separation in work and life for me- they're one and the same.
Finding quality employees and keeping them is one of the greatest challenges we entrepreneurs have to face. In my experience, one strategy to minimize turnover is to create a workplace and culture that actually draws people in and keeps them for life.
The province of Alberta, Canada, is currently one of the most competitive labor markets in North America. Home of the Oil Sands, the second largest oil reserves in the world, net migration into Alberta will average close to 30,000 people per year for the next 20 years. If current trends continue, Alberta will face a shortage of 332,000 workers by the year 2025.
To help combat the fight for labor, we took matters into our own hands. In September 2007, my company completed construction of our new 170,000 square feet, state-of-the-art factory just south of Calgary. In addition to the factory wings, the center core of the facility houses a two-story office complex. We flooded it with natural lighting through large skylights and a long, glass wall. A highly efficient and insulated wall assembly keeps everyone comfortable during brutally cold winters.
The office features a full gymnasium and a fully-equipped fitness facility, as well as a sports lounge. My staff enjoys badminton, basketball, kickboxing, volleyball and basketball together before work in the morning, throughout the lunch hour and after work each day.
I believe that keeping our employees healthy and fit has many obvious advantages. They're happier, have more energy and fewer sick days. And they really look forward to coming to work everyday. Spending quality time and participating in sporting events at the facility reaps all kinds of benefits.
I also offer cash bonuses for employees who lose weight and keep it off and for people who quit smoking. To top it off, we have a modern commercial kitchen and cafeteria, complete with a world-class French chef who serves breakfast and lunch to more than 200 employees everyday. To me, that's a recipe that keeps people at Sprung Instant Structures!
Every December, the city of Dallas, Texas, USA, holds the White Rock Marathon, the premier running event in Dallas. In 2007, one of our Forum Moderators, John Powter, came to me with the idea of putting together a challenge among all of the EO Dallas Forums to run in the relay segment of the marathon.
All members of his Forum were working on fitness goals, so John saw this as a great way to get everyone on track with their goals, himself included. They would each be responsible for approximately five miles. All entrepreneurs love a good challenge, so to sweeten the pot a little, John's “Rule 76” Forum added a wager. If any Forum could beat their time, it would receive US$500 from John's Forum to go to the charity of its choice.
I was encouraged to hear about their idea and was behind them 100 percent. I helped promote the challenge among all of the Forums, had a T-shirt designed for all participants and even created a one-of-kind trophy.
Four Forums agreed to the challenge, and because of the response, we have decided to make this an annual chapter event. The trophy will be passed along each year to the winning Forum.
I am pleased to report that “Rule 76” was victorious in our inaugural competition, and I look forward to seeing more Forums get involved in the upcoming years.
In the end we triumphed, but most importantly, we met a common goal together, and relationships within our Forum were strengthened.
For more ideas on how to bring your chapter's Forums together, contact Renee Manning, Vice President of Forum.
John DiJulius was dining at a restaurant when his waitress asked him if he wanted fries or coleslaw as his side order. He inquired if he could have a side of fruit instead. The waitress' response was a quick and unfriendly, “NO. Fries or coleslaw?” That restaurant now offers fruit as a dish on the menu. “No” was definitely not the correct answer.
Customer service expert and 2008 EO University: Boston speaker John DiJulius despises the word “no,” so he created a way for organizations and companies to say “yes” without affecting their bottom line. From years of studying and working with world-class customer service organizations, John has discovered certain principles that these companies have, which ultimately separate and elevate them to another level of customer service.
“Every business provides customer service, but very few excel at it. John DiJulius' session taught me how to go above and beyond so that my customers are satisfied and loyal for years to come,” said Matthew Weiss, EO New York's chapter President. “Our chapter brought John in to speak months ago, but members still cite material from his session and use his concepts as examples. For me, John's presentation was a high-impact, take-home value event that I'm glad I didn't miss!” said Matthew.
Companies such as the Ritz Carlton, Lexus, Starbucks and Panera Bread have all reaped benefits from John's expertise. He continues to set the standard in service that consistently exceeds customer expectations.
Register for John's 7 May 2008 Webinar, and you'll get a sneak peek of his 2008 EO University: Boston breakout session, “What's The Secret To Providing a World-Class Customer Experience?” John will also teach you how to:
This is one EO Webinar you won't want to miss!
Want to learn more from John's expertise? Register today for the 2008 EO University: Boston and see him present in person. Bring home revolutionary ideas that will help you upgrade your level of customer service!
The FY2007/2008 All-Member Survey closed on 31 March with our highest response rate ever. Thirty-six percent of EO members responded to this year’s survey— that’s 2,379 members and 300 more than in 2007! Check out how EO scored in these notable areas:
Thanks to all of you who completed the survey, and thanks to the chapter officers and administrators who made sure that their members sent in their comments. Your efforts ensured that we can present chapters with a great tool to evaluate progress during the past year.
The following are two resources available to chapters that are interested in conducting additional surveys of their membership:
If you have questions about this year’s survey, please contact Tim Young.
The Entrepreneurs’ Organization is pleased to announce a new relationship with The Regus Group. The Regus Group is the world’s leading provider of workplace solutions— they offer products and services ranging from fully equipped offices to professional meeting rooms, business lounges and the largest network of videoconferencing studios.
The Regus Group delivers a new way to work, whether it’s from home, on the road or from an office. Clients such as Google, IBM and Accenture—along with thousands of other small and medium businesses—benefit from outsourcing their office and workplace needs to The Regus Group, so that they can focus on their core business.
As an EO member, you are entitled to a free, one-year membership in the “businessworld gold” program, which grants members access to all The Regus Group business lounges. This membership is valued at US$300.
Other benefits include one free month of a virtual office if you sign a virtual office contract for six months or longer, a free month of a full-time office if you sign a contract for six months or longer and a flat 10 percent discount on all meeting-room bookings.
This opportunity provides flexibility for you to work when, where and how you want! When you’re on the road, you can access professional meeting rooms to use as your own private board room, catch up on work in the private business lounges or just enjoy office rental by the hour or the day. The Regus Group’s team of highly skilled, professional staff is there to support you and your professional needs.
Sign-ups will be available online in the coming weeks. In the meantime, contact Elizabeth Barnett, EO’s Development Manager, for more information.
The following announcements about upcoming regional and multi-chapter events are open to all EO members. Go beyond local and tap into the resources available to you outside your home chapter!
Current Listings
Event Title: Berkshire Hathaway MeetingHost Chapter: EO NebraskaDescription: This event epitomizes the "once-in-a-lifetime" experience! See Warren Buffett speak, experience unique Dine-Arounds, get a behind-the-scenes tour of UPS and much more. Date(s): 2-4 May 2008Contact Information: Visit www.eoberkshire.com to view complete details.
Event Title: Taipan 2008: The Making of Asian GiantsHost Chapter: EO Malaysia (and YPO Malaysia)Description: In Taipan: The Making of Giants' seventh year, the organizing chairs have put together an incredible learning experience, complete with speakers Verne Harnish, Bob Bloom and Patrick Thean. Visit the Taipan 2008 Web site <http://www.taipanmalaysia.com/> to learn more.Date(s): 7-9 May 2008Contact Information: E-mail Jennifer Lim or call her at +603.2300.0240 for more information.
Event Title: Tournament of the O’s Host: Young Presidents’ Organization (YPO) – Quebec City, Quebec, CanadaDescription: Recruitment has started for YPOers, WPOers (and EOers) – as well as their hockey-playing kids – to meet up for the 10th edition of the Tournament of the O’s. This biennial event is a tradition propelled by the Ice Hockey Network, the longest-standing member Network group within the entire organization. This event will also take place at the same time as the 2008 IIHF World Hockey Championships, and it’s the first time they have ever been held in Quebec. This gives us a unique opportunity to see the world’s best hockey. We’re working with Hockey Canada and the IIHF for ice time between their games, plus we’ll get tickets to all the IIHF games played while we’re there. It’s hockey heaven! Date(s): 7-10 May 2008Contact Information: E-mail Perry Fine or call him at +1.516.821.1214 for more information.
Event Title: The Body and Soul RetreatHost Chapter: EO IndonesiaDescription: Escape to Bali and experience a relaxing retreat like no other! More information to come. Date(s): 26-29 June 2008Contact Information: E-mail Ming Alihan, President of EO Indonesia, if you are interested in attending.
Event Title: Southwestern Fishing TournamentHost Chapter: EO HoustonDescription: Hit the bait and tackle store and head south— it’s time for the Southwestern Fishing Tournament! For accommodation information, click here <http://www.getawayadventureslodge.com/index.htm> .Date(s): 12-14 September 2008Contact Information: E-mail Robert Wagnon or call him at +1.713.542.0724 for more information.